Selling Consulting Services

Bring in a Consistent Flow of New Business

We know you didn’t start your career in consulting to spend your days selling and the thought of having to sell may make you uneasy.

In Selling Consulting Services we provide you with a proven process for sales success. The program is built for consultants, by consultants, and will teach you exactly what you need to do to bring in a consistent flow of new business while maintaining an active practice of clients.

We cover everything from filling the pipeline, to crafting a value proposition that sells, to leading masterful sales conversations, to closing the deal.

It’s exactly what you need to make the transition from consultant to rainmaker.

“Selling Consulting Services is great. I had never used a formal goal planning tool and I did so in DEC/JAN to prepare for the year ahead. I set a 30% growth goal for my revenue target and thus far I am meeting my growth target (AND in fact exceeding it).”

– Randy Herrera | Client Partner at a global management consultancy

It’s Time to Get Serious about Business Development

So you didn’t become a consultant to spend your days selling. But the world of consulting has changed considerably in recent years. It’s the rare professional who is not required to do business development. Either you’re in a firm that can no longer rely on one or two rainmakers to hunt and provide for everyone else or you’re a solopreneur and if you don’t bring in new business, no one else will. Every one of us must become involved in growing the firm.

But the thought of having to sell makes you anxious, distressed, and uneasy. You love what you do, but not this part.

We’re here to tell you that you’re not alone. You’ve actually got a lot of company. In conversation after conversation as we work with clients, conduct seminars, and network with colleagues, we hear the same comments from consultants just like you:

• I didn’t become a consultant so I could be a salesperson.
• Selling gets in the way of building strong, trusting relationships.
• I’d rather just provide my clients with great value and let word of mouth do the rest.
• I never used to have to do marketing and selling.
• My clients won’t respect me if I try to sell more to them.
• I don’t have time to sell.
• Selling conflicts with my values as a professional.
• I wasn’t trained to sell. I don’t know what I’m doing, and I am afraid I will look foolish. Everyone will see me fail.
• I just don’t have it in my genes. I’m not one of those used-car sales guys.
• I don’t want to sound too “salesy.”

The One Secret Every Consultant Needs to Know about Selling

We’re going to let you in on a little secret: As a consultant, you already hold the keys to revenue growth and practice success. The same skills that make you a great consultant are the ones you need to dramatically increase your business – all you need to do is sharpen them and apply them effectively.

Think about it.

When you deliver services to your clients you ask questions; you provide expert opinions; you work hard; you’re accessible; you build creative solutions; you deliver what you say you are going to deliver; you develop relationships; you act with your clients’ best interest in mind; you introduce clients to new ideas, helping them see a better way.

That is exactly what you need to do to become successful in sales. It is not about persuading someone to buy something they don’t need. It is about helping clients and prospects find solutions to their needs and about providing value.

In Selling Consulting Services we’re going to teach you how to apply these skills so you can start to fill the pipeline with qualified leads and bring in a predictable flow of new business.

Going Beyond Theoretical: Your Roadmap to Consultative Sales Success

Every one of these strategies has been tested, refined, and proven to work by consultants just like you. You’ll get practical, implementable strategies that will have a profound impact on your ability to sell. This program stays away from the theoretical “looks good on paper” plans and provides you with a proven process that has worked for thousands of consultants, allowing them to bring in a predictable flow of new business.

In Selling Consulting Services 2.0 with RAIN Selling^SM you’ll discover:

• How to keep the front end of the pipeline full with qualified prospects while maintaining your practice with active clients
• Step-by-step how to lead masterful sales conversations in any situation
• The real deal with objections and how to overcome them (often it’s not what you think)
• Follow-up techniques that turn prospects into clients
• The 4 things to do when clients pressure you for lower fees
• An effective system for setting and tracking your sales goals
• 3 keys to developing a winning value proposition and describing complex services in a non-technical way to get prospects excited about you and your services
• Questioning strategies and techniques that allow you to uncover the full set of needs and provide maximum value
• How to make the business impact of your services clear so you can sell more with less buyer resistance
• The best process for winning a single sales opportunity from start to finish
• Why buyers want to pay more for your services
• Your step-by-step guide to creating proposals that win
• How to bring in a predictable flow of profitable new clients

“Selling Consulting Services with RAIN Selling has helped me create a strong foundation for my struggling business as we move forward into growth mode. I’ve done many online training programs over the past 10 years, and this is, by far, the most well thought-out and best presented program I’ve ever seen.”

– Ghennipher Weeks | Applied Connectioneering

Here’s What You’ll Learn to Help You Get New Business Now

Selling Consulting Services 2.0 with RAIN Selling^SM is an online, module-based training program designed to give you every last piece of the puzzle so you can more confidently and successfully sell your consulting services.

Our step-by-step program will put you firmly in charge of your future, giving you a proven, research-based framework you can rely on to grow your practice.

Through our proprietary research, along with our experience working with thousands of consultants to help them grow their firms, we’ve cracked the code of selling consulting services. We’ll share the levers that will allow you to win more deals and command higher fees.

We’ll immerse you in the RAIN Selling^SM process to provide you with the tools you need to succeed. We designed the program so you can go at your own pace knowing that the knowledge, tools, and process you need to ramp up your selling are there for you when you’re ready.

The program unfolds over the course of 4 months. Some participants follow our pace as we release the lessons (1-2 times per week for 4 months) while others find that they get busy with clients or want to spend more time on a particular topic and thus take longer to complete the program.

Here are the 6 core modules that are a part of Selling Consulting Services 2.0 and what you’ll learn in each module.

Module 1: Key Concepts of Selling Consulting Services

So you didn’t start your career in consulting to become a salesperson. However, at some point you realized that either to advance in your career or to break off and start your own consulting practice you needed to be able to bring in your own book of business. You find your job is no longer just about delivering your expert services. Now you need to sell, market, and manage people. (Oh, and you’re still expected to deliver great client service.) But you never learned how to do this. You’re not prepared for this. Not yet…

In this module, we’ll cover:

• Exactly what it takes to become a top-performing seller, including the drivers behind sales success and the hidden detractors that inhibit top performance
• The unique dynamics of selling consulting services and why what most sales training programs teach you won’t work for consulting businesses
• How the skills that make you a great consultant are the same skills you need to be great at selling
• How sales and marketing work together to grow a consulting business
• The most common sales mistakes consultants make (according to buyers of consulting services) and how to fix them
• Why your clients want to pay more for your services

Module 2: Who Are You and How Do You Help Your Clients?
Developing a Value Proposition that Sells

All good business development starts with knowledge of your client. How do you help your clients? What value do you deliver? How can you communicate this value to clients and prospects in a memorable and enticing way? In this module you’ll learn:

• 3 keys to developing a winning value proposition
• How to introduce yourself to prospects in a memorable way
• How to identify the true value of your services and how to articulate it
• Strategies to capitalize on the benefits you provide clients
• How to describe and build enthusiasm for hard-to-describe services
• How to uncover the hot buttons that drive clients to hire you, and keep buying

Module 3: The RAIN Selling^SM Methodology: From First Conversation to Close – Your Roadmap to Sales Success

For sales success you must have a process to follow. But not just any process will work for selling consulting services. You face a long sales cycle, you’re selling high-ticket, high-end services, and after the sale you have to work with the client. RAIN Selling^SM is a proven, research-based methodology designed to help you lead masterful sales conversations. We’ll teach you how to sell without selling, making conversations with prospects more comfortable and more successful.

Module 3 is packed with content because there’s a lot to cover. Here’s a sampling of what you’ll learn:

• 5 essential tips to building real rapport and trust with clients and prospects
• Questioning techniques that uncover the full set of your clients’ needs while at the same time convincing the prospect that you’re the one to help them
• How to use stories and the concept of “social proof” to bring your conversations to life and get prospects excited
• What you need to know (and what you need to prepare) before every sales call
• How to balance advocacy and inquiry in your sales conversations to not only uncover needs, but to build trust, share your expertise, and make the deepest connections
• 4 ways to respond when your prospect says, “Your fees are too high” that will get you closer to the sale
• Strategies for unseating an incumbent service provider
• What to say at your next sales meeting
• How to identify, and get in front of, the economic buyer
• What to do when the prospect goes dark and stops returning your calls
• The real deal on objections – why objections are a good thing and how to handle them
• The 8 different buyer personas that sellers must be able to identify, approach the right way, and learn to help buy

Module 4: Crafting a Winning Solution and Closing the Deal

You’ve uncovered needs, you’ve developed great rapport with the prospect, and you’re sure you can help them accomplish their goals. Now it’s time to develop the solution, present, and close the deal. Much selling success is determined here. In this module we’ll cover:

• How to avoid the most common proposal mistake (it may surprise you)
• How to move away from selling time for money and garner higher fees by selling value
• How to show you understand your prospects’ challenges and demonstrate that you have the best solution
• How to present the value of your services in a way that allows you to charge and get premium fees
• What it takes to win the deal
• Strategies for winning competitive deals down the stretch
• Tips for mastering the close
• How to write winning proposals that beat the competition regardless of price

Module 5: Filling the Pipeline with Qualified Leads

Buyer attention spans are short, decision makers are hard to reach, there’s 100 times more noise and clutter than just a few years ago, and it takes more than networking, referrals, and repeat business to maintain a healthy pipeline of qualified leads.

Module 5 gives you smart strategies to start filling the pipeline, including:

• 3 keys to identifying profitable prospects
• How to get in front of hard-to-reach, C-level decision makers
• How to choose the strategies and tactics that are right for you and how to successfully implement them
• How to connect with prospects who are avoiding you
• How to identify big fish, catch their attention, and determine the timing of their need for your services
• Cold calling dos and don’ts and how to use voicemail for success
• Secrets to lead nurturing and staying top of mind without being a pest
• All of the tips and techniques we’ve learned over the years to generate a steady flow of new leads

Module 6: Planning for Success

All’s for naught if you don’t have a plan and hold yourself accountable to it. In this module, we’ll provide you with two powerful tools that will help to put you on (and stay on) a winning track:

• Sales Opportunity Planning Tool: This tool will help you plan to win a single sales opportunity from start to finish. You can use it as you prepare for every sales conversation, making your conversations more productive and more successful. This tool alone is worth the price of admission to the program.
• 6-Minute Goal Planning Tool: Provides a framework for reviewing and updating your personal and professional goals on a daily basis. You’ll use this tool to track your Big-Picture Goal, 3-Year Goals, Annual Goals, 90-Day Priorities, Monthly Sales Targets, and then your Actual results.

In addition to providing these tools, this module will also cover:

• The best process for winning a single sales opportunity from start to finish
• How to make your next sales conversation a success
• A system to help you create your own set of goals
• How to create an action plan to achieve your goals
• A goals ritual to help you stay on track and meet your targets
• What every consultant needs to know to stop making excuses and start selling
• How to build and sustain your hustle, passion, and intensity for selling
• A tactical plan for what you’re going to do, and when you’re going to do it
• How to balance client delivery and selling
• 3 keys to ongoing sales success

“Selling Consulting Services with RAIN Selling has given me greater confidence and comfort with selling my services. The program structure and tools are logical and practical, and have helped me learn how selling can be a natural extension of who I am and what I have to offer. Additionally, it allows me to go at my own pace, which given an already busy schedule, is a huge plus. This program is really enjoyable and valuable.”

– Jeremy Bromberg | Bromberg LLC

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