Do you sell like an expert or a vendor rep?

Do you sell like an expert or a vendor rep?
The four shifts you need to make ...

1. Start by showing clients the financial impact of their challenge.
↳ What are their current issues costing them?
↳ What efficiency gains are they leaving on the table?

Resist the urge to talk about your services here.
Focus entirely on them and what’s at stake.

2. Then quantify the upside of solving the problem.
↳ What profit improvement is possible?
↳ How would their business be better off?

Again, this step is about value not your offer or methodology.

3. Now, once the problem and opportunity are clearly defined:
↳ Introduce your services - as part of the solution.
↳ Show how you will contribute to results, not deliverables

You're not selling a deliverable; you're selling a project outcome with a business impact (value).

4. Finally propose a collaborative partnership.
↳ Your team will work alongside the client.
↳ Together you'll solve the problem and deliver measurable results.

This isn't easy and when I first mentor most experts they're normally trying to sell like vendor reps - thats what they've been taught.

Above are the exact steps we take to change that, so they sell like a consultant.

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♠️ 25/30