How to sell consulting services | secrets to selling high priced consulting services

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Time codes:
1.16 - Sales are important. You may want to do things that are important for the well-being of your country or the world. But unless you have revenue coming in all of that is just an aspiration that will never see the light of day. So one of the first things we tell members/clients who are running their own consulting firms is you need to find clients and do it in a way that closes the sale fast. And you need to avoid what we call the layman's view of the way McKinsey, BCG, Bain and so on do sale because the way they actually do sales is very different. And, a lot of things McKinsey, BCG and Bain do you cannot do as a boutique consulting firm. We will talk you through the things we done with a client from FC Insider program (StrategyTraining.com/Strategy Training apps) and similar clients that used methods suitable for smaller consulting organizations.
2.23 - If you stick to the basics finding clients is not difficult. But you must follow the plan of not acting like a large firm. Latin American office example. American express card sales strategy. Common mistake we see smaller consulting firms making when trying to sell their business consulting services.
4.56 - Michael's client. One of the techniques Michael used to sell consulting engagements. 
8.00 - The second sales technique Michael and his superior at the time used to sale consulting engagements.
8.45 - The 3rd sales technique consulting firms can use to sell consulting engagements. How do you meet clients you do not know.
10.27 - Questions to ask yourself: How are you approaching your current clients? How many meetings have you arranged? How will you lower resistance? What are you going to do to get them to speak to you? How do you get to clients you do not have access to but you want to know? 
10.46 - Wrap up. First thing you should not do. What to do instead. Don't waste time on complex sales presentations. Position yourself as someone who can get bankable results. Don't focus too much on implementation here. You can implement something and not get any results. Bankable results says you hire us you get this. But if you talk about implementation it does not mean you will get bankable results. What kind of clients you should focus on? 
12.40 - Example of another sale. What to do if you don't have great reputation.
13.40 - Creating revenue streams.

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