EP. 031 Avoid This Deal-Killing Mistake When Selling Your Consulting Services

podcast Oct 14, 2021
 
 
Are you approaching your sales process based on what your prospects care about or based on what you have to offer? This is a very common deal-killing mistake that Independent Consultants make. The mistake is when you are approaching the sales process based on you assuming that a client needs what you have rather than what the client cares about. This mistake can end up killing your deals.

In this episode, I’ll help you identify if you’re making this common mistake. And, I walk you through the process to course-correct, so you can improve the number and the quality of the deals in your pipeline, your close rates, and ultimately what you're getting paid. 

Listen in as we take a deeper look at this deal-killing mistake and an alternative approach including 11 specific questions that you can use to figure out why a prospect should care about what you're selling, and not just assume that they should. 

On this episode, I discuss: 
[02:00] The deal-killing mistake explained
[04:30] A deep dive into this deal-killing mistake
[05:13] Example #1 of this deal-killing mistake
[07:59] Example #2 of this deal-killing mistake
[11:25] Example #3 of this deal-killing mistake
[15:42] An alternative approach to this deal-killing mistake

And here’s the questions I referenced for you:
  1. What are the most important decisions you’re facing at this time?
  2. Is this project in your top 3? Why/why not?
  3. Why does this matter to you?
  4. Why now?
  5. What’s standing in your way?
  6. Is the status quo a problem that needs changing? Why?
  7. Who could get in the way of your goals for this? Why?
  8. How would things be different if you no longer had to deal with ……?
  9. How will this project impact you & your team if it goes well?
  10. How will this project impact you personally?
  11. What would be the impact to you if it doesn’t go as planned?

PUT THIS EPISODE INTO ACTION

Ready for help figuring out how to leverage these sales strategies in your IC business and ultimately double your revenue without working more? 
  • I invite you to apply for a strategy call with me. 
  • On this call, we'll dive into your business and get clear on your goals and challenges and determine an action plan for you so that you can create the business impact, income, and flexibility that you desire. 
  • To get on my calendar, please visit www.consultmelisa.com

ADDITIONAL RESOURCES —
  • Click here to download the 27 WAYS TO LAND YOUR NEXT CONSULTING CLIENT
  • Click here to download my CHECKLIST FOR BUILDING YOUR CONSULTING PIPELINE IN 26 MINUTES A DAY
  • Click here to download the 7 MISTAKES THAT ARE FEEDING YOUR CONSULTING FEAST OR FAMINE CYCLE
  • Click here to download my LIST OF INCOME PRODUCING ACTIVITIES FOR THE INDEPENDENT CONSULTANT 

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  • The ebook will give you the inspiration you need to create an endless pipeline of clients.
  • Find a business development approach that resonates with you, so can actually enjoy your marketing and sales process
  • You'll be surprised at how easy some of the methods to find and land new clients can be.
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