Selling Consulting Services - Course Contents:
Introduction  Fees  Dates  Reservations  Feedback  Pre Course Assessment  Self Study  Small groups

Never make another cold call

Learn how to leverage the alternatives to cold calling for new business prospecting

Choose the right opportunities
Save precious time by identifying and eliminating opportunities that won’t happen, or you can’t win, or won’t be worthwhile, early in the sales cycle

It has no substance
Five things you must do differently to sell consulting services

Cross the trust barrier fast
Learn nine ways to help a customer feel confident that you are trustworthy

Consultative Selling
Find out how it differs from solution selling and traditional sales methods

Create a sales collaboration

Acquire techniques that cut through any ‘them and us’ mentality to establish a side by side working relationship with prospects

Establish a sales process agreement
Use this method to agree the step-by-step progress through a sales engagement.

Prove your Value
Study four distinct methods that increase credibility and belief in your expertise 

Executive Survey
Discover the answers given by senior executives when asked about sales behaviour and develop your own unique means to exhibit it

Find overlooked treasure
Five things you can do immediately to get more sales without selling

Market your value
How to evaluate ten options and calculate your sales productivity index for each

Get more referrals
Learn eight ways to set up sales referral systems that work