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How to Land Big Consulting Sales: Book Review

How can you transform your company by exploding revenues and profits? The answer lies in Whale Hunting.

I’m not talking about mammals however, but rather about the sales method taught by Tom Searcy and Barbara Weaver Smith in their book Whale Hunting published by John Wiley and Sons.

“Win consulting projects that are 10-20X larger…

Deals 10-20x Larger

The authors describe a whale as a large client that results in a deal that is 10-20 times bigger than the deals you are used to closing.

If you’re consulting projects (or business of any type) is used to landing deals worth $50,000 or $100,000, imagine what your business would look like if those deals became $500,000 or $1Million in value…

In Whale Hunting you’ll learn the proven process the authors have used with clients to achieve these (and much larger) results. While the process and method is proven, it’s not easy.

Tom Searcy on the Whale Hunting Method

The Payoff

Landing a whale sized account involves a lot of time, work and money. But the payoff can be well worth it.

In the book you’ll learn…

  • Why it’s not just about quality and service, but how your approach to the whale must be all about how working with you will affect their business.
  • Why 96% of potential customers are NOT for you.
  • Discover their fears so that you can remove them from the equation.
  • The 3 key reasons hunting whales is well worth your time.
  • Why your brand promise, value proposition, aka USP must be strong.
  • Step-by-step details on how to make contact with the whale.
  • And a great deal more.

What’s great about this book is that it also includes several pages that show worksheets and tables that you’ll use in the whale hunting process.

The 9 phases of the Whale Hunting process:

  1. Know the Whale
  2. Send Out the Scouts
  3. Set the Harpoon
  4. Ride the Whale
  5. Capture the Whale
  6. Sew the Mouth
  7. Beach the Whale
  8. Honor the Whale
  9. Celebrate the Whale

If at first glance you take offense to the analogy used throughout this book, I suggest you give it a read as the tradition and culture behind the whale hunt the authors describe is quite different from what you might expect.

And if you’re interested in landing larger consulting clients this book is a must read.

Whale Hunting is available on Amazon here.


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