Stop Obsessing Over Other Consultants (They're Not Your Real Problem)

Let me guess - you're lying awake at night worried about that other consultant in your space. The one who seems to do exactly what you do. You're convinced they're stealing your prospects, undercutting your prices, or somehow magically winning all the deals you should be getting.

Here's the truth that's going to change everything:

You're fighting a ghost while the real threat is stealing deals right under your nose.

Want to know who's actually beating you to those juicy contracts?

Your prospect's status quo. Their comfort zone. Their "let's just handle this internally" mindset.

The Uncomfortable Truth That's Costing You Thousands in Lost Deals

No client ever woke up in the morning and said, "Boy, I need a consultant. Today's the day we're gonna get ourselves a good old-fashioned consultant and write them a big fat check."

Let that sink in.

Your prospects don't want to hire you. Or any consultant. They're actively trying NOT to hire outside help.

Why? Because it's:

• Cheaper to do nothing
• Easier to stick with the current pain
• Safer to try internal solutions first

And here's the real kick in the teeth: Even when they KNOW they have a problem you can solve, they're still not ready to buy. They're too busy juggling other fires, managing other priorities, and convincing themselves that their pain isn't quite bad enough yet.

Inside Your Prospect's Mind: The Hidden Decision Path That Makes or Breaks Your Sale

Here's what's actually happening in your prospect's mind before you ever enter the picture:

1. "Is this problem really bad enough to solve right now?"
2. "Can we fix this ourselves?"
3. "What if we just... live with it?"
4. "What else could we spend this money on?"
5. "Will the solution be worse than the problem?"

Only after they've wrestled with these questions do they even consider hiring someone like you.

The Three Stages of Buying (And Why You're Entering at the Wrong One)

Your prospects go through three distinct stages before they ever sign a contract:

Awareness Stage (Where the Real Money Is)

• They're just starting to feel the pain
• They're gathering information
• They haven't committed to any solution
• THIS is where you want to be

Consideration Stage (The Danger Zone)

• They're actively looking at options
• They're comparing different approaches
• They're weighing internal vs. external solutions
• Your window of influence is closing

Decision Stage (Where Most Consultants Waste Their Time)

• They've already decided how to solve the problem
• They're just shopping for providers
• They see you as an interchangeable vendor
• You're reduced to competing on price

Why Your "Perfect" Sales Pitch Is Actually Killing Your Success

Stop me if this sounds familiar:

• You have a proven process
• You have an impressive track record
• You know exactly how to solve their problem
• You've got testimonials and case studies

And yet... they're still not buying.

Here's why: You're answering questions they haven't asked yet. You're solving problems they haven't fully acknowledged. You're pushing solutions when they're still trying to understand their situation.

The Million-Dollar Shift: From Competitor to Trusted Authority

Want to actually start winning more deals? Here's your new playbook:

1. Reframe Your Early Conversations

• Stop talking about solutions
• Start exploring consequences
• Help them see the full cost of inaction
• Guide them through understanding their problem

2. Address the Real Competitors

Instead of saying "I'm better than Consultant X," show them:

• Why internal solutions typically fail for this specific problem
• How the cost of delay exceeds your fee
• What they're missing by maintaining the status quo
• The hidden risks in their current approach

3. Position Yourself Earlier

• Create content that helps prospects identify problems
• Share insights about problem patterns you've seen
• Teach them how to evaluate solutions
• Build trust before they think they need you

4. Master the Art of Diagnosis

• Ask questions that reveal hidden costs
• Help them connect dots they're missing
• Show them implications they haven't considered
• Guide them to their own conclusions

The Game-Changing Questions That Win Deals

Start asking:

• "What have you already tried internally?"
• "What would solving this problem allow you to do?"
• "What's preventing you from addressing this now?"
• "How is this issue affecting other areas of your business?"
• "What happens if this continues for another six months?"

Your Next Move (Because Knowledge Isn't Enough)

You now know the truth about your real competition. But knowledge without action is just trivia.

Here's what you need to do today:

1. Review your current proposals - are you fighting the right battle?
2. Look at your lost deals - were you really losing to other consultants, or to inaction?
3. Examine your marketing - does it address the real reasons prospects don't buy?
4. Reframe your sales conversations - start fighting the right enemy

Because here's the ultimate truth: When you solve the real problem (their resistance to change) before tackling their surface problem, you don't just win deals - you transform from vendor to trusted advisor.

And that's when everything changes.

Join me on Power Positioning LIVE to get the exact framework over 1,000 B2B consultants have used to stand out in crowded markets and command higher fees. Register here.