Tailor the diagnostic ‘sales’ process to work for you and your clients, says Ginny Baillie. It will give you everything you need to contract successfully

You’ve seen a suit on someone else and you really like it. You decide to buy one for yourself. The first time you wear it you realise it doesn’t look quite the same on you. You still like it, but you need to make changes. So you accessorise it differently, you shorten the legs, you customise the lapels – you make it your own – and then...