Context / philosophy of our approach

	Consultants assist in helping clients find solutions to problems and / or to capitalise on opportunities - we are not 'product floggers' - we customise.
	We may 'productise our services' but they are used merely to attract the interest of our clients. We then set about to investigate the client issue and to respond appropriately.
	We don't 'hard sell' - we facilitate problem solving
	We continually market to likely prospects by building our reputation as specialists who are of value to them in running their businesses. As such, we don't need to make 'cold telephone calls'.
	'Every act of deception contains the seeds of its own destruction' - Peter Block in Flawless Consulting.

Know what you are selling

	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
	Our firm's services (and products)

Marketing and its relationship to selling

	Marketing and its place and role in the selling cycle
	Client ladder concept
	Relationship marketing as the strategy to set up the selling opportunity
	Nature of services:  intangibles, 3 rd party endorsement
	Building your profile active and passive marketing strategies
	The business development process

Our offers

	Identifying the target market segments
	Our 'competitive advantage' - options
	The 'Client Value Proposition' - for each segment
	Marketing audit - for our firm
	Our marketing tools - do we have a complete kit?

Selling methodologies

	'Professional selling skills' - for products - not consulting
	Evolution of consultative selling
	Strategic selling
	Stages for selling - gathering prospects, making contact, filling the funnel, following up leads, getting second appointments, closing, delivering, following up.

Actioning the selling

	Spotting the opportunity & researching the need
	Preparation and style of offer
	Approaching the client
	Conducting the client meeting
	Taking a brief: front end consulting tools for scoping: Needs analysis / Gap analysis / Questioning techniques / Checklists for client interviews
	Setting and clarifying client expectations
	How to handle questions from prospects (including objections)
	Locking down the scope - selling the end situation
	Recognising when prospects are ready to make the purchase (observing buying signals)
	How to facilitate the purchase - (closing)

Tactics

	Settings: time and place, environment
	Body language
	Verbal language: what to say, what not to say

Negotiations on price

	Fee setting: costing methods and pricing policies
	'Solution selling', 'Value pricing'
	Negotiating fees, 'selling fees'
	Reaching agreement and being paid
	Default pricing policies

Supplementary skills

	Networking skills
	Conversation techniques, working a room!
	Your key client program - composition and Action Steps / Schedule

Applied Relationship Skills

Skills acquisition and consolidation through customised role plays

Contact Consultant Training Australia

For a discussion on your requirements, please contact Ian Benjamin at Consultant Training Australia.
Telephone: 03 9593 1678 (1800 266 266 outside Vic) or 0419 593 167

Related workshops:  

This workshop contains some material and processes common to our other workshops. Detail of actual workshops will be developed in discussion with the particular requirements of clients.