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SELLING HIGH VALUE CONSULTANCY SERVICES TO SMALL BUSINESSES AND LARGE CORPORATIONS
Selling Consultancy Services – Are you selling or are you telling?
As the Managing Director of an International Risk Management Consultancy, Majid is well acquainted with the challenges faced when selling consultancy services.
Not only does Majid regularly sell consultancy services to small businesses, places of worship, educational establishments, commercial organisations, construction industry, food establishments, health beauty and fitness sectors and also charitable organisations, but Majid has also been involved in the successful selling of consultancy services to the value of multi-million pounds.
Question: What is the best way of selling consultancy services?
Answer: By deploying a consultative approach.
Sound obvious? Well, it’s surprising how many times people still manage to get it wrong and how many people still believe in the myth of having to have the ‘gift of the gab’ in order to be good at sales. In consultative selling, the differentiating factor is not how many ‘slick lines’ you are able to regurgitate in front of the prospect; rather, it is how ‘potent’ your questions are. The the key is in asking the right questions… the intelligent questions!
Learn the art of intelligent questioning with Majid.