Professional Services Payday Review OTO Upsell Bonuses By Tom Gaddis

Professional Services Payday Review OTO Upsell Bonuses By Tom Gaddis

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hey this is a lot of my clients are professional services firms management consulting firm strategy consulting firms legal tax advisory and a lot of those professional services firms have a mix of people who build sell and deliver consultants now many of those firms values sales ability very highly if you’re good at selling you’ll grow through the ranks faster you’ll promote you’ll get promoted faster you’ll get opportunities the others don’t have you’ll basically advanced and develop your career any much faster way and there’s a good reason for that the mix of great consulting skills and great sales skills is not something that a lot of people possess and that’s a pity now I’ve been on both sides of the table I’ve been a management consultant myself and I’ve sold and bought management consulting strategy consulting systems integration services what I wanted to do is I want to give you a quick overview of some of the key characteristics that I’ve seen those who succeed in marrying being a great consultant to being a great seller and I want to give you those characteristics and tell you my observations around how I saw them being different from everybody else so the number one thing that I see is a difference between those who are great at selling and consulting versus those who were great at consulting but perhaps not so great at selling is they accept they are in sales they forget about the hang-ups about what sales is supposed to be and the negative image and the negative connotations and they just accept that part of what they do is selling and you might as well be good at it so they have none of those negative connotations about being a salesperson or sales being somehow beneath them or not for them they really understand that it’s part and parcel of their job description it’s part and parcel of what they do and not only are they ok with it but they accept that gladly and with open arms and they enjoy the selling part of their job as much as they do the advisory or consulting part number two they act like chameleons they’re able to vary their style tone depending on what the situation calls for now serious decisions has an interesting typology of the three roles that professional services salespeople tend to play throughout the sales process great sellers great consultants who are also great sellers are able to vary and mix up those three roles the first role is the domain expert and that’s the natural role of a consultant right it’s it’s where you come in and you you share your expertise on a given topic on a given area and and that’s where you really stand out so anyone who’s selling consulting services should first and foremost also be a domain expert number two is a strategic Orchestrator they are able to bring together resources from within the organization and lead those as a team and lead the sales development effort with their clients at number three is the risk alleviate er one of the top ten factors that our research is reine group has shown helps buyer decide to buy from one firm versus another is because the seller help them avoid the potential pitfalls this is hugely important risk is a hugely important crucial factor in any b2b sale today and great consultant sellers understand that they are able to address those risks upfront and they’re able to mitigate those risks or help the client see how they will mitigate or diminish the impact of those risks number three they educate their buyers buyers today want to be educated the biggest differentiator between sellers who win deals and sellers who come in second place is because they educate with new ideas and perspectives sellers educate their buyers and so do great consultants for they build trust into the process the traditional sales process is broken its it relies on a number of assumptions that are simply no longer true buyers make decisions for rational reasons for example we know from practice that they don’t the important part in any sales process is to build trust and to build it into the processing grow it as you go through the sales process in addition to that great sellers communicate the value of what they are selling the full value of what they are selling and this is very important because value is the primary reason why buyers buy it’s not price it’s not you know because they like a certain seller it is because the overall value that the seller delivered was perceived as larger than any of their competitors so successful sellers understanding communicate the full extent of the value that they there serves their solution offers to decline and finally they minimize uncertainty and they encourage action buyers today don’t have it easy we need to make decisions buyers need to make decisions on complex sales involving hundreds of thousands up to millions of dollars based on very frequently very little information a couple of phone calls a couple of meetings maybe a proposal or some additional documentation that’s really all we have to go on so sellers understand that and they help buyers minimize uncertainty and take action because the number one reason why sell why sales stall today the number one reason why many sales were lost is not to a competitor it’s not even to doing things internally it’s to doing nothing at all and the reason for that is because buyers are fearful of taking a wrong step of making a wrong decision and that risk is holding them back from taking action great sellers understand that they’re able to encourage a buyer to move forward by minimizing the uncertainty involved in the decision making process so there you go a couple of ways in which I see consultants who are also great sellers act and behave differently from everybody else number one they understand they’re in sales they accept that as a fact of life and they’re comfortable with that number two they act like chameleons they’re able to play these roles as team leaders as domain experts as risk alleviate errs number three they educate their buyers with truly new ideas breakthrough ideas and perspectives number four they build trust into the process from start to finish number five to communicate the full value of what they are selling thereby positioning themselves as the most value added alternative and finally they minimize uncertainty and encourage action from their buyers as always if you like this video if you want to hear more about how to sell professional services how to close more deals how to generate more business how to win more often sign up for my youtube channel subscribe to my youtube channel I look forward to seeing you in a next video until then sir