Consultative sales skills training for selling consulting services.
Selling consulting services or other intangibles presents an additional set of obstacles. How to prove that what you offer is worth the money. How to reveal what you can do without giving away your intellectual property. How to differentiate yourself from all of the others offering similar expertise. How to sell consulting without seeming like a salesperson.
This course provides sales training for consultants and others who sell intangible services. Take this course to develop or strengthen consultative selling skills.
What is the best sales training for consultants?
- Training based on commonly held best practices. See the appended list below.
- Having advanced access to the content.
- Studying the content in advance and using session time to plan and prepare implementation.
- Practical sessions and exercises tailored for the participants' selling environment.
- Training that facilitates the creation of a consistent process.
- Creating workplace actions that embed learning in routines and habits.
- The opportunity for one-to-one learning.
- Course facilitation by the author.
- Guaranteed effectiveness.
You can't touch a consulting service, you can't photograph it, and you can't record it in your books as an asset. You can't even sell it when it is no more use to you.
Selling consulting services is very different from selling products that take up space and have a tangible presence.
In this unique programme, learn how to sell the most valuable thing in the universe, know-how.
Programme Objectives
- Get started without making cold calls.
- Demonstrate expertise without giving up the know-how.
- Speed up the process of developing trust.
- Cause people to talk about their real issues.
- Establish the value of intangible services.
- Know if a customer will pay your price.
- Gain access to all of the decision influencers.
- Influence commitment to making a decision.
- Have customers sell themselves.
- Turn a sale into a collaboration.
- Reduce or eliminate outcome uncertainty.
Learn how to initiate a dialogue about business without making cold telephone calls.
Acquire new ways to filter out time-wasting opportunities and focus on business that can be won.
Win trust fast and shorten the time it takes to conclude a sale.
Prove that you have what the client needs without presentation or self-promotion.
Transform a sale into a collaboration between experts to solve problems, address issues, or realise opportunities.
The programme is fun, challenging, and effective in helping those who need to sell their own expertise or that of an employer. The learning experience imparts new confidence in the ability to sell consulting services.
Course Content
Introduction: Goal, objectives, and learning management.
Differences: The challenges of selling services.
Customer Questions: Preparing effective answers.
Only Sell to Hungry People: How to find those with an immediate need for what you are selling.
No More Cold Calls: How to engage suspects without cold calling.
Reliable Referrals: How to set up a proactive referral programme.
Crossing the Trust Barrier: How to establish trust, quickly.
Adapting for People: Recognising and adapting for personality style.
Passive Persuasion 1: Adding value to another person’s thinking.
Passive Persuasion 2: Listening for another’s thoughts.
Three Rules: How to have the customer sell themselves.
CLEAR Consultative Sales Process: How to turn a sales effort into a collaboration.
Quantified Qualification: Will it happen, can you win, and will it be worthwhile?
Gaining Commitment: Turnaround any objections and invite the customer to buy.
Sales Negotiations: How to protect both your and the customer’s win.
Review and Next Steps: How to transform learning into results.
Who should attend:
Consultants, engineers, scientists, and technical staff who need to sell services or know-how-based solutions will learn how to become comfortable in selling situations. Salespeople used to selling tangible products who now have to sell less well-defined solutions, will learn how to adjust their approach and bridge the gap.
Typical Participant Comments
Very useful insight into selling a service compared to a product. Excellent role plays which enable you to put what you have discussed into practice. Enjoyed talking around customer objections and how best to counter them. From Base Plus
Great content, pace, and delivery. Would recommend to anyone selling services. From J2 Interactive
Memory jerking. Eye-opening. From UPS Systems
Additional Benefits
- Flexible 'learning by doing' structured training.
- Workplace assignments develop new habits and practices.
- Tools, templates, frameworks, and examples save time and aid learning.
- Common language improves communication and teamwork.
- Promotes adoption of best practice habits and methods.
- Improves job satisfaction and motivation.
- Increases results.
Selling Consulting Services Delivery Options
- One to One via sixteen 1-hour or eight 2-hour virtual meetings.
- ÂŁ1595. Learn more
- One to One on a per-session basis:
- ÂŁ150 per 1-hour session - Learn more
- Group Training via sixteen 1-hour or eight 2-hour virtual classroom sessions.
- ÂŁ6395 for up to fifteen people - Learn more
- Or selected content on a per-session basis:
- ÂŁ450 per 1-hour session. Learn more.
- Fees exclude applicable VAT.
- Traditional Classroom
- Delivery over one or more days at a conference venue or the customer's offices.
- Contact us for fees
Use this link for more information or to have us call you.
What are the best practices for selling consulting services?
Selling consulting services effectively requires a strategic approach, tailored to the specific needs of potential clients. Here are the best practices for selling consulting services:
1. Understand the Client’s Needs
Research the Client: Understand the client's industry, challenges, and specific requirements. The more tailored your services are, the better you can address their pain points.
Ask Questions: During initial discussions, ask insightful questions to uncover deeper issues and opportunities for adding value. This helps position you as a partner rather than just a service provider.
2. Develop a Strong Value Proposition
Highlight Unique Value: Clearly articulate how your consulting services can solve the client's problems or help them achieve their objectives. Your value proposition should differentiate your services from competitors.
Focus on Outcomes: Emphasise the tangible benefits your consulting will bring, such as increased efficiency, cost savings, or revenue growth. Focus on what the client will gain from your expertise.
3. Build Trust and Credibility
Leverage Testimonials and Case Studies: Share success stories from past clients that demonstrate your expertise and the results you’ve achieved. Social proof builds credibility.
Show Thought Leadership: Publish articles, white papers, or blogs that showcase your expertise. Speaking at industry events or webinars can also position you as an authority in your field.
Be Transparent: Be upfront about what you can deliver, timelines, and potential challenges. Transparency fosters trust.
4. Tailor Proposals
Customised Proposals: Tailor each proposal to the specific client. Generic, cookie-cutter proposals may not resonate. Focus on addressing their particular challenges and show how your services are uniquely suited to meet their needs.
Clear Pricing Structure: Provide a clear and flexible pricing model, showing the value they will receive for the investment. Avoid underpricing or overpricing—be realistic about the time and resources required.
5. Engage in Consultative Selling
Adopt a Problem-Solving Approach: Rather than pushing your services, engage the client in a consultative process. Help them clarify their needs and objectives, and guide them to the best solution, even if it’s a service adjustment.
Long-Term Relationships: Focus on building long-term relationships, not just closing a deal. Offer continuous value by staying engaged with the client post-project, checking in on progress, and offering ongoing support.
6. Present Solutions, Not Just Services
Offer a Clear Plan: When presenting your services, ensure you provide a clear, actionable plan for how you will solve the client's issues or help them reach their goals. Clients need to see the path to success, not just a list of services.
Demonstrate ROI: Be specific about the return on investment (ROI) they can expect from your consulting. Provide evidence or estimates that help justify the costs.
7. Leverage Networks and Referrals
Utilise Your Network: Networking is crucial in consulting. Attend industry events, join professional associations, and engage in online forums to expand your connections and build your reputation.
Ask for Referrals: Satisfied clients can be a great source of new business. Don’t hesitate to ask for referrals or introductions to other potential clients.
8. Be Flexible with Contract Terms
Customise Contracts: Be open to customising your terms based on client needs, whether it’s flexibility with timelines, payment terms, or the scope of work. This demonstrates your willingness to collaborate and meet their unique requirements.
Define Scope Clearly: Ensure the scope of work is clearly defined to avoid misunderstandings and scope creep. Clients appreciate clarity and professionalism in setting expectations.
9. Invest in Client Relationships
Stay in Touch: Even after a project concludes, maintain contact with your clients. Send them relevant information, invite them to events, or offer new insights that might benefit their business.
Offer Value Beyond the Contract: Occasionally provide clients with additional resources or insights beyond the scope of your work to demonstrate your ongoing commitment to their success.
10. Measure and Report on Results
Provide Clear Metrics: Regularly report on the progress and success of your consulting efforts. Use metrics and data to show how your solutions are making a measurable difference.
Regular Feedback: Seek feedback during and after the engagement to ensure the client is satisfied and to identify areas for improvement.
11. Continually Improve Your Offering
Stay Current: Keep up with industry trends and best practices. Clients expect consultants to be up-to-date with the latest insights, tools, and technologies.
Evolve Your Services: Regularly review and refine your service offerings to ensure they align with market demand and client needs. Continuous improvement demonstrates adaptability and foresight.
These best practices focus on building trust, demonstrating value, and fostering long-term relationships with clients, ensuring a successful consulting business. Join this selling consulting services course to strengthen skills and and increase sales results.
Large Numbers
Licensing and train-the-trainer options enable self-delivery. To find out more, call or use the links below. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly.
Flexible Approach
If you need to learn how to sell consulting; if you are selling consulting services and need to increase sales, or if you are looking for consultative sales skills training, get in touch. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or discuss some options. Alternatively, send an email to custserv@salessense.co.uk or use the contact form here.
