Consulting Foundations: Building Your Sales System
1h 6mIntermediate2018-07-17
Authors
Meridith Powell
Author, Keynote Speaker, Business Strategist
Course details
One of the most challenging parts of being a consultant is you're in business for yourself. So, when it comes to making sales, you're in the driver's seat. That's why you need a sales system that's easy to implement, and more importantly, one that will help you use your natural consulting talents to fill your sales funnel.
In this course, sales strategist and instructor Meridith Elliott Powell spells out how to create and implement a strong sales system that helps you grow your consulting practice. Discover how to design a sales conversation, create a compelling value proposition, identify and respond to objections, and more.
Learning objectives
Recognize the best ways to determine what customers are buying.
Identify the steps to creating a successful sales system.
Explore the fundamentals of creating your client avatar.
Define the role of a follow-up when closing a sale.
Examine the importance of qualifying prospects in a successful sales system.
Evaluate the hidden value tracking possesses in a sales system.
Distinguish the essential fundamentals of developing the right sales actions.
Identify the importance of creating consistency and sustainability within a company’s sales system.
In this course, sales strategist and instructor Meridith Elliott Powell spells out how to create and implement a strong sales system that helps you grow your consulting practice. Discover how to design a sales conversation, create a compelling value proposition, identify and respond to objections, and more.
Learning objectives
Recognize the best ways to determine what customers are buying.
Identify the steps to creating a successful sales system.
Explore the fundamentals of creating your client avatar.
Define the role of a follow-up when closing a sale.
Examine the importance of qualifying prospects in a successful sales system.
Evaluate the hidden value tracking possesses in a sales system.
Distinguish the essential fundamentals of developing the right sales actions.
Identify the importance of creating consistency and sustainability within a company’s sales system.
Skills covered
Business StrategyBusiness Analysis and StrategyLeadership and ManagementDeep Dive (X:Y)
Concepts
0. Introduction
- 01 - Are you helping or selling
1. The Value of a Sales System
- 02 - The role of sales in consulting
- 03 - What is an effective sales system
- 04 - What your customers are buying
- 05 - The most important sale is you
2. Creating Your Sales System Foundation
- 06 - Steps of a sales system
- 07 - Creating your client avatar
- 08 - Designing a sales conversation
- 09 - The role of follow-up in closing sales
3. The Keys to Making Sales
- 10 - Putting your sales system into action
- 11 - Qualifying prospects
- 12 - Creating a value proposition
- 13 - The hidden value of tracking
4. Putting Your Sales System into Action
- 14 - Finding your client avatar
- 15 - Developing the right sales actions
- 16 - Overcoming objections
- 17 - Creating consistency and sustainability
Conclusion
- 18 - Next steps