Eliciting a decision in your favour for a complex offering is similar to orchestrating in the movie Inception with Leonardo DiCaprio.
At the start of a professional relationship there is little visible on the surface however the deeper into the subconscious you are able to explore, the more you will discover.
Uncovering and understanding the true drivers of what is truly important, and then ensuring you are able to respond and pre-emptively mitigate risk when required.
At the heart there are four that appear over and over:
- Will I get the best possible version of what I actually need for the money I am willing to pay?
- Do I trust that you are the right person to deliver on that promise?
- How much time will this take?
- What is the effort and/or sacrifice on my part?
Answer these with conviction and you will go along way toward a positive resolution.