Selling Consulting

Where Are You in the Third Breakthrough

Image via Wikipedia Selling has always been about ideas, and that’s more true today than it’s ever been. Whilst customers will do everything to avoid the traditional sales pitches they’re cruising the Internet looking for new ideas. It’s those ideas which excite and engage customers, creating aspiration and tearing down the barriers to doing business. [...]

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Clients Partners Customers and Clowns

Selling Consulting

How Clients are different to Customers and can they become Clowns is a case study worth understanding. It’s a story illustrating how consultants can find themselves drawn into circumstances they’d rather avoid but somehow can’t. Business can often work out to be much tougher than it should be, simply because the other guys are idiots. [...]

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Getting a Better Deal for Consulting Services

Selling Consulting

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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The Clients We Don’t Want

Selling Consulting

Each client is like lifeblood to consultants like us. Without them we don’t have a business, the bank wants to shut us down, there’s no food for the family. We just have to keep them sweet no matter how difficult they are – don’t we? Of course. But there are some types of client we [...]

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The Worst Mistake Consultants Make

Selling Consulting

Of all the mistakes consultants make, the worst is knowing the answer before they ask the question. That might be good sales practice in product or services businesses but it’s an absolute disaster when selling consulting. Clients want to hire consultants to help define their issues, not sell them canned solutions. It’s obvious really. For [...]

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Secrets to Selling Consulting

Selling Consulting

Selling consulting is different to selling product and nobody teaches how to do it. In fact very few know how to do it. Consulting is mostly sold by consultants, and they don’t train sales guys. Why does this matter? Who cares? Sales is sales, right? Or that’s what the motivational guys would have us believe. [...]

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