Do you know the secret to selling success? (Photo by scfiasco)
We know you didn’t become a consultant so you could spend your days selling. But the world of consulting has changed considerably in recent years. It’s the rare professional who is not required to do business development. Either you’re in a firm that can no longer rely on one or two rainmakers to hunt and provide for everyone else, or you’re a solopreneur and if you don’t bring in new business, no one else will. Every one of us must become involved in growing the firm.
But the thought of having to sell makes you anxious, distressed, and uneasy. You love what you do, but not this part.
We’re here to tell you that you’re not alone. You’ve actually got A LOT of company.
We’re going to let you in on a little secret: As a consultant, you already hold the keys to revenue growth and practice success. The same skills that make you a great consultant are the ones you need to dramatically increase your business—all you need to do is learn how to apply them to your selling efforts.
Think about it, when you deliver services to your clients you:
- Ask questions
- Provide expert opinions
- Work hard
- Build creative solutions
- Deliver what you say you’re going to deliver
- Develop relationships
- Act with your client’s best interest in mind
- Introduce clients to new ideas and help them see a better way
That is exactly what you need to do to become successful in sales. It is not about persuading someone to buy something they don’t need. It is about helping clients and prospects find solutions to their needs and about providing value.
To teach you a better way to sell, using the same skills that make you a great consultant, we’ve developed a new training program, Selling Consulting Services with RAIN Selling. Lessons start next week but enrollment for the program closes at 9:00 p.m. ET tomorrow.
Here are some of the topics we’ll cover:
- How to keep the front end of the pipeline full with qualified prospects while maintaining your practice with active clients
- Step-by-step how to lead masterful sales conversations in any situation
- The real deal with objections and how to overcome them (often it’s not what you think)
- Follow-up techniques that turn prospects into clients
- The 4 things to do when clients pressure you for lower fees
- 3 keys to developing a winning value proposition and describing complex services in a non-technical way to get prospects excited about you and your services
- Questioning strategies and techniques that allow you to uncover the full set of needs and provide maximum value
- How to make the business impact of your services clear so you can sell more with less buyer resistance
- Your step-by-step guide to creating proposals that win
- How to bring in a predictable flow of profitable new clients
We’ve received rave reviews from the first group of participants going through the program. Here’s what some of them have had to say:
“I’ve done many online training programs over the past 10 years, and this is, by far, the most well thought-out and best-presented program I’ve seen.”
- Ghennipher Weeks, Applied Connectioneering
“Selling Consulting Services with RAIN Selling has given me greater confidence and comfort with selling my services. The program structure and tools are logical and practical, and they have helped me learn how selling can be a natural extension of who I am and what I have to offer. Additionally, it allows me to go at my own pace, which given an already-busy schedule is a huge plus. This program is really enjoyable and valuable.”
- Jeremy Bromberg, Bromberg LLC
You too can start feeling more confident and comfortable selling your consulting services. If you want to take your selling to the next level check out:
Selling Consulting Services with RAIN Selling
You only have until 9:00 p.m. ET tomorrow to join.
