24 - How to Sell Without Being Salesy

11/22/22 • 18 min

In this week’s episode we talk about how to approach the all-important opening conversation with non-referral based leads. By taking an approach that allows them to help explore and identify their own problems, you are able to build a position of trust and reduce the feel of the ‘pressure sale’ that leads to sales resistance.

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23 - Cutting Through the Noise – How to Stand Out Among Your Competitors

In this week’s episode we talk about a challenge that effects all professional services firms from start-ups right through to established, long term suppliers – how do we stand out from the crowd and ensure that our voice is the one that gets heard?

The rise of the solo or micro business consultant has created far more noise in the professional services space than ever before. And reputation alone is no longer enough.

We share our best tips on how to get in front of our ideal customers, how to stand out as a niche consulting firm and break through the noise barrier.

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25 - Sell Solutions, not Services

In this week’s episode we talk about problem solving! Specifically, we’re talking about why consultants should focus on defining the problem they solve and then how to sell that solution as part of their sales process.

Successful consultants can clearly articulate the problems their clients experience and the solutions they require, as opposed to just talking about the products or services they’ve created to solve them. We explore why this is a necessary skill and how it contributes to sales success.