Consulting Foundations: Building Your Sales System

Introduction

• Are you helping or selling?

1. The Value of a Sales System

• The role of sales in consulting
• What is an effective sales system?
• What your customers are buying?
• The most important sale is you

2. Creating Your Sales System Foundation

• Steps of a sales system
• Creating your client avatar
• Designing a sales conversation
• The role of follow-up in closing sales

3. The Keys to Making Sales

• Putting your sales system into action
• Qualifying prospects
• Creating a value proposition
• The hidden value of tracking

4. Putting Your Sales System into Action

• Finding your client avatar
• Developing the right sales actions
• Overcoming objections
• Creating consistency and sustainability

Conclusion

• Next steps