1:00-2:00pm ET
Registration fee: $59
Most consultants would jump at the chance to close higher profit sales, more quickly, and at a lower cost. But we’ve all heard about--or experienced--the nightmare sale: That seemingly endless cycle, with multiple presentations and a proposal that’s never quite right, which results in a loss to a competitor.
You can’t win them all, of course, but you can be savvy about the projects you pursue. It’s far too easy for a service provider to be drawn into the client’s buying process, which can be costly in terms of time, energy, and other resources, particularly if you have a low probability of winning the work.
In this session, we’ll review specific sales management strategies to help you make the tough decisions about whether you’ll pursue specific sales opportunities or walk away.
The session will focus on:
- The revenue trap that snares most consultants
- How to work with each of the five client buyers you’re likely to encounter during the sales cycle
- A three-step process to qualify any consulting sales lead
- Why agreeing to write a proposal can be the worst strategy for moving a sale forward
- What clients look for from consultants during the sales process
- Why price is important, no matter what the client tells you
- The evolution of the consultant selection process during the sale and how you must adapt your sales strategy to these changes
- The client questions you should and should not answer early in the sales process.
After this session, you’ll have specific sales management techniques to help you close higher profit sales at a lower cost.
About the Presenter
Michael W. McLaughlin is a Principal with MindShare Consulting LLC, and the author of Guerrilla Marketing for Consultants. He is also the publisher of two newsletters distributed to professional service providers around the world: Management Consulting News and The Guerrilla Consultant.
Before founding MindShare Consulting LLC, McLaughlin was a partner with Deloitte Consulting, where he spent more than two decades managing consulting projects, developing long-term client relationships, and building profitable consulting practices.
Over the years, he has coached hundreds of experienced and new professionals on how to create market presence, deliver profitable work, and lay the foundation for an extraordinary career.
Registration and Schedule
This 60-minute webcast will be on Monday, May 21, 2007, 1:00-2:00pm ET.
Registration fee: $59
To get the most benefit from the webcast, you will need access to a telephone and the Internet. If you will not have Internet access, you will still be able to easily follow the session from the workbook we will send to you beforehand.
As part of your registration fee, in addition to the workbook, you will have access to a playback of the complete session.
If you register for the session but are unable to attend, you’ll still receive the workbook and access to the session playback.
We accept MasterCard, Visa or American Express for payment of your registration fee. You will receive additional course information and instructions for accessing the session after you register.
Feel free to contact us.