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Know what you are selling
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The various types of consulting and what we offer - distinction between the 4 Modes of consultancy services: contracting, expert, facilitating & collaborative - appropriateness and insights into how you are perceived |
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Our firm's services (and products) |
Marketing and its relationship to selling
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Marketing and its place and role in the selling cycle |
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Client ladder concept |
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Relationship marketing as the strategy to set up the selling opportunity |
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Nature of services: intangibles, 3 rd party endorsement |
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Building your profile active and passive marketing strategies |
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The business development process |
Our offers
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Identifying the target market segments |
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Our 'competitive advantage' - options |
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The 'Client Value Proposition' - for each segment |
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Marketing audit - for our firm |
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Our marketing tools - do we have a complete kit? |
Selling methodologies
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'Professional selling skills' - for products - not consulting |
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Evolution of consultative selling |
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Strategic selling |
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Stages for selling - gathering prospects, making contact, filling the funnel, following up leads, getting second appointments, closing, delivering, following up. |
Actioning the selling
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Spotting the opportunity & researching the need |
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Preparation and style of offer |
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Approaching the client |
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Conducting the client meeting |
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Taking a brief: front end consulting tools for scoping: Needs analysis / Gap analysis / Questioning techniques / Checklists for client interviews |
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Setting and clarifying client expectations |
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How to handle questions from prospects (including objections) |
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Locking down the scope - selling the end situation |
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Recognising when prospects are ready to make the purchase (observing buying signals) |
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How to facilitate the purchase - (closing) |
Tactics
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Settings: time and place, environment |
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Body language |
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Verbal language: what to say, what not to say |
Negotiations on price
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Fee setting: costing methods and pricing policies |
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'Solution selling', 'Value pricing' |
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Negotiating fees, 'selling fees' |
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Reaching agreement and being paid |
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Default pricing policies |
Supplementary skills
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Networking skills |
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Conversation techniques, working a room! |
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Your key client program - composition and Action Steps / Schedule |
Applied Relationship Skills
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Skills acquisition and consolidation through customised role plays
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