SELLING CONSULTING SERVICES IN EUROPE B. J. O’CONNOR INTERNATIONAL LTD
SELLING IT IS BETTER TO WIN A CUSTOMER THAN LOSE A SALE ORACLE
SUCCESS 20% OF TODAY’S AUDIENCE GET 80% OF THE TOTAL RETURN HOW CAN YOU GET IN THE CONSULTING TOP 20%?
YOUR CONSULTING HOW DO CLIENTS SEE YOU? HOW DO CLIENTS VIEW YOUR STRENGTHS AND WEAKNESSES WHAT IS YOUR BIGGEST CLIENT COMPLAINT? - to +
YOUR PROCESSES DO A VALUE ADDING ANALYSIS FIND 90% WASTE REALLOCATE RESOURCES TO SELLING
VA STUDIES R&D 50.8% VA Manufacturing 0.42% VA Purchasing 77% VA Sales Engineers 25% VA Internal Sales 5.7% VA Drawing Office 5.3% VA Logistics 24% VA OVERALL SUMMARY RESULTS OF VA STUDIES 37 MINS14,283 MINS714 MINS1,665 MINS117 MINS7,674 MIN 51 DAYS OVERALL 9 DAYS OVERALL Impact neg.
YOUR SERVICES WHY WAS I SUCCESSFUL THE LAST FIVE TIMES? LOOK FOR A SOLUTION THAT WILL LEAD TO LONG TERM RELATIONSHIP EXPERIMENT WITH NEW PRODUCTS USE LINGUISTIC SKILLS
DEFINE YOUR CLIENTS’ NEEDS ASK OPEN QUESTIONS AGREE CLIENTS’ NEEDS AGREE SOLUTIONS HIGHLIGHT BENEFITS
DELIVER BENEFITS TO YOUR CLIENTS MEET THEIR NEEDS KEEP GOOD CLIENTS AS LONG TERM CLIENTS LOWER SELLING COSTS SPSS
WHAT ABOUT PRICE? SELL ON VALUE NOT TIME EXCLUSIVE SOLUTION EQUALS HIGH PRICE NEGOTIATE HIGH UP YOU NEED HIGH PRICES TO HIRE THE BEST CONSULTANTS BE AWARE OF LOCAL PRICES
YOUR MARKETS SEGMENT BY: VALUE INDUSTRY CHALLENGES MANAGEMENT COMPETITORS
PROFILE YOUR SUCCESSES LOOK FOR SIMILAR OPPORTUNITIES LOOK FOR EXCELLENT COMPANIES
YOUR COMPETITORS BE AWARE OF YOUR COMPETITORS DO NOT OFFER A ME TOO SERVICE OFFER A BETTER OR NEW SERVICE
PARTNERS MORE REWARDING THAN SUBORDINATES HOW TO SELECT THEM UNEXPECTED OPPORTUNITIES
STRATEGY ATTACK ON MANY FRONTS NEVER RELY ON ONE OR TWO METHODS
ATTRACT MORE CUSTOMERS DIRECT MAIL SEMINARS REFERRALS RISK REVERSAL LOSS LEADERS - PILOTS TELEMARKETING SUPERMARKET TECHNIQUES
REJECTION EXPAND YOUR SERVICES EVERY REJECTION IS A STEP NEARER SUCCESS LEARN WHAT YOU NEED TO CHANGE
NEGOTIATION TECHNIQUES VARY FROM SWEDEN TO ITALY TO SUCCEED USE CHECKLISTS
PROJECT MANAGEMENT TEAMS ARE MADE UP OF DIFFERENT SPECIALISTS WITH DIFFERENT LANGUAGES USE PROJECT MANAGEMENT TO PLAN AND MONITOR ASSIGNMENTS
PAYMENT CASH FLOW RANKS EQUAL WITH CLIENT SERVICE GO FOR AT LEAST “ONE THIRD” UPFRONT GET TO KNOW THE PEOPLE WHO AUTHORISE PAYMENT
SUMMARY ENSURE YOUR CLIENTS APPRECIATE THE BENEFITS REALLOCATE YOUR SELLING RESOURCES SEGMENT YOUR MARKETS
SUMMARY WORK IN LOCAL LANGUAGES TRIAL NEW SERVICES REHEARSE PRESENTATIONS
SUMMARY SELL ON VALUE NOT TIME USE SEVERAL APPROACHES EXPLOIT TECHNOLOGY
SELLING CONSULTING SERVICES IN EUROPE B. J. O’CONNOR INTERNATIONAL LTD