SHOW NOTES FOR THIS EPISODE
In business today, consultative sales to enrol clients is increasingly becoming the skill you need for success, particularly in the B2B space. Effective sales calls are key to building trust you need for someone to say yes to working with you or hiring you, especially in the high-end market. People often focus on marketing and building an audience, when the bottleneck is actually more a matter of converting these audiences into great clients.
How you think about sales and selling, even what you call “the call” can be as important to your success as the conversation structure and your skills on the call itself.
Just as with your marketing, an education-driven approach is what makes consultative sales to enrol clients work so well. And the good news is that it’s a distinct opposite to the uncomfortable paradigms of hard selling, pitching and prospecting, which most professionals loathe. If you take this more leveraged approach, you’ll soon be leaving your industry competitors far behind you.
When you drive sales with marketing content that’s engaging and educational, and you take a consultative approach in the enrolment conversations you have with prospective clients, you will tend to always have positive discussions that lead elegantly to sign ups (i.e. sales).
Here’s what you’ll learn in this episode:
Resources & mentions:
- Jay’s book: Leveraged Consulting in the Digital Age
- My 12-week intensive: Leveraged Business Accelerator program
- Grab my free printable ’10 Leveraged Business Success Checklists’ below.