How to become a consultant blog

Consultative Selling: How to Sell More Even if You Don’t Like Selling


Every consultant needs to sell. There, I’ve said it.

I know, you may not be excited about the prospect of having to sell.

Whether you’re trying to land a $5000 project or a $500,000 project, the same Consultative Sales Process can be used.

It might scare you and have you wanting to tuck your head out of sight.

If that’s you, you need to get over it.

Selling isn’t a choice. Every single one of us needs to sell.

The problem with selling isn’t that it’s hard – it’s not.

The real problem consultants have with the idea of sales is that they misunderstand what sales is all about.

If you’ve watched Glengarry Glen Ross or visited too many used car sales lots in the 80s or 90s you’ve got the wrong idea.

The best sales people sell through conversation in what is called Consultative Selling. The process of asking and uncovering your buyers needs and wants so you 1) determine if your product/service is the right fit for them and 2) position your offer so that your ideal buyers buy.

Whether you’re trying to land a $5000 project or a $500,000 project, the same Consultative Sales Process can be used.

Over the years I’ve honed this process down to the essentials. I teach it to the consultants in my coaching program.

  • As a result, they have a step-by-step process to follow.
  • They have more confidence when speaking with buyers (their ideal clients).
  • They control the conversation and do way more listening than speaking.
  • AND most importantly, they close more deals (win more projects) than they ever have before – and many of them increase their fees and make more per project.

Barb Langlois took hold of this sales process and significantly increased what she made with each project. Here’s what she said…

“Since starting to work with Michael I’ve made 700% more with a project than I would have before and turned a short one time project into a full year! Not only that, I feel like I have more momentum in my business and marketing than I’ve had in a long time. Plus, this has all happened in less than 5 weeks. I’d recommend working with Michael to anyone that wants to get more momentum in their business and improve their marketing to get more clients.”

– Barb Langlois, RN, BSN, MSN
Speaker, Trainer, Writer

If you’d like to learn the step-by-step process to attract more clients and win more business join me here and I’ll be in touch with you to setup a time for us to chat and see how I can start helping you grow your business. Get in touch


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