Sell Phase Quote by Victor Cheng
““Partners sell “phase 2” of an engagement by indicating what additional certainty the consulting team could’ve discovered if it’d had more time. Partners also use this structure with clients during interim progress review presentations, such as the presentation at the end of the second month in a six-month project.””
About This Quote
Source Book: Case Interview Secrets, 2022
Consultants sell later project phases by highlighting potential insights missed due to time constraints.
In simple terms: Selling future work via missed insights.
Key Takeaway
Use data‑driven promises to secure further engagement.
Themes
consulting
sales
project management
Mood
professional
strategic
Type
advice
philosophical
When to use this quote
- client meetings
- proposal pitches
- project reviews
Key Concepts
value proposition
time scarcity
Questions to Reflect On
- How to balance honesty with persuasive selling?
- What evidence supports promised insights?
A Different Perspective
May create unrealistic expectations.
