In this episode, Michelle breaks down why great consultants do not lead with selling. Using the analogy of a doctor, she explains that the best client conversations are not about pitching your services right away. They are about uncovering the real problem beneath the surface-level symptoms a prospect first describes.

Michelle introduces the rhythm of diagnostic conversations through two types of questions: jabs and the right hook.

She emphasizes that this process should feel natural, not forced, beginning with objective questions, then listening closely, and watching for clues that tell you when it is appropriate to go deeper.

In this episode, you’ll learn:

• Why consultants should stop selling and start ________.
• How to uncover the deeper gap beneath surface-level symptoms
• What logic-based “jab” questions sound like
• What “right hook” questions are meant to uncover
• Why business decisions are THIS first, logical second
• How to transition naturally from factual questions into deeper territory
• Why rushing certain questions too early can backfire
• How using a prospect’s own words builds trust and connection

Key takeaway:

A strong diagnostic conversation is not a sales trick. It is a genuine conversation built on presence, smart questions, active listening, and the ability to help a prospect feel seen, understood, and clear about the true cost of their problem.

Next step

If you want help building a consulting business that becomes easier to buy from, more trusted in the market, and less dependent on random opportunities, schedule a conversation.

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