SERVICE OVERVIEW

ACHIEVING A 100% CLOSE RATE WITH DEEPLY SATISFIED CLIENTS

What Is This Service?

Our Consultative Selling service empowers mid-size professional service firms to develop a consistent and repeatable process to pull ideal prospects through the sales funnel and achieve a 100% close rate. Our approach to consultative selling is deeply meaningful to prospects because it places their goals, opportunities and challenges at the center of your dialogue. This means they lean into every stage on the inbound journey and eagerly anticipate your proposal.

The approach we recommend is very consultative in nature, allowing your consultants to focus on your prospects and their needs rather than pitching your services. We teach your consultants how to navigate every stage of the inbound journey. We provide your consultants with messages that have a demonstrated history of success at compelling prospects to move ahead at each stage.

By focusing, from the outset of the relationship, on the goals, opportunities and challenges of your ideal prospects, rather than on your services, you uncover more of their unmet needs and their underlying motives. This allows you to craft proposals that address what matters to them. The results? You have much higher close rates and sell a more complete range of services, improving your revenues and profits while creating client delight.

The Ideal Prospect Challenge

Many service firms today struggle with a few key challenges when it comes to closing new business. This is especially true when the deal is with a prospective new client rather than an existing client. Some common challenges include:

• How do we create a bridge between what the prospect cares about and what we do?
• How do we win this deal?
• How do we know if it’s worth our time to engage in dialogue with this prospect?
• If our services require a complex sale, with multiple stages and multiple decision-makers and influencers, how do we navigate these stages and address what matters to decision-makers and influencers? How do we do this on a consistent basis? How do we help our people to
• become good at this?
• How do we know that the prospect is asking for our time in good faith and is not just making us one of three bids they are required to secure?
• How do we craft winning proposals in the shortest amount of time possible?
• How and when do we reveal our proposal?
• How can we improve our win rates?

All these questions can be addressed with the right approach. Our Consultative Selling service provides that approach.

Who Needs This Service?

Professional service firms who:

• Need to improve their win rates and set a 100% close rate as their benchmark for excellence.
• Want to make their services align with the goals, opportunities and challenges of ideal clients.
• Want to get beyond “pain point” selling to address the underlying motives of decision-makers.
• Believe they can enhance client delight with a better inbound process.
• Want to sell more services by using a process that uncovers more unmet needs than are expressed in a first conversation with a prospect.

To learn more about how we deliver this service, please click on Our Approach above.

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