Consulting Sales Training

Over two decades of working with consulting teams, we’ve learned that every client project holds the seeds to bigger engagements and more revenue. In S3 Solutions’ Power of Partnerships Training, consultants learn to up-sell, cross-sell and generate new leads through proven consultative selling skills.

 

ARE YOUR CONSULTANTS TURNING POTENTIALLY HUGE ENGAGEMENTS INTO SMALL DEALS?

Over two decades of working with consulting teams, we’ve learned that every client project holds the seeds to bigger engagements and more revenue. In S3 Solutions’ Power of Partnerships Training, consultants learn to up-sell, cross-sell and generate new leads through proven consultative selling skills.

Why “Powerful Partnership”?

When you become a Powerful Partner your clients will trust you to meet their needs. You’ll have less resistance and fewer objections from your customers. Most important, they’ll work with you to build solutions they want to buy. You’ll learn to get to the heart of what your customers really care about, and you’ll solve problems together and without manipulative sales techniques.In the “Power of Partnership” Training you’ll learn to unearth more and better qualified leads to produce bigger projects and more revenue.

You’ll learn how to go past technical expertise to become a trustworthy partner, so you can up-sell to existing clients more easily and expand engagements without manipulation.

If you’re like us, you’ve noticed there are some predictable objections that clients surface when you’re well into the proposal process:

  • “Now is not a good time!”
  • “We don’t have the resources to support the project.”
  • Or: “We don’t have the money right now!

What if you had a set of powerful, reliable tools that allowed you to meet your clients right where they are and move them gracefully past their objections? If you enroll in our Power of Partnership training, we’ll teach you four of these powerful tools that cover every potential objection you could face. The good news is that these approaches are non-manipulative and easy to apply.

Here’s how can you benefit from the Power of Partnership Training:

  • More and Better Qualified Leads
  • Higher Close Ratio
  • Bigger Deals
  • More Revenue
  • More and Bigger Up-Selling Opportunities
  • More and Bigger Cross-Selling Opportunities

In the “Power of Partnership” Training you’ll learn to:

  • Unearth more leads to produce bigger projects and more revenue.
  • Go past technical expertise to become a trustworthy partner.
  • Up-sell to existing customers while you respect clients as  partners and protect your own integrity.
  • Qualify leads against clear criteria.
  • Gracefully meet your clients’ objections and move them to problem-solving conversations–with respect and partnership.
  • Expand engagements without manipulation.
  • Make demos an opportunity to close more business.

We invite you to explore our Consulting Sales area. You’ll find case studies and written and video testimonials from leaders who have brought our training into their companies and raised their sales results.

If you like what you’ve heard about our training and want to learn more, please accept our gift: “The 5 Hidden Pathways to Bigger Deals and More Profitable Projects” by signing up here for a free download. These valuable videos will get you started on the path to creating powerful partnerships with your clients.

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If you want to discuss with us how our training could take your team to the next level, please e-mail us or give us a call.

Our Client’s Needs

S3 Solutions was engaged by the Professional Services organization within a mid-sized software company whose mission is to optimize, enforce, and automate key IT and business processes.  The Customer Value organization desired to move from vendor relationships to deep partnering relationships with its customers, increasing its possibilities to guide clients from pilot projects sold at 1($X) to long-term engagements sold at 10-20($X).  They also wanted to increase their ability to partner with Sales and to identify and close up-sell opportunities on their own.

Our Solution

  • Before we presented the “Power of Partnership” live training program, we conducted an online Pre-Assessment Survey of all Customer Value participants.
  • We co-created highly customized client scenarios to make the connection between the classroom and the field and accelerate learning.
  • Set up experiential exercises to reveal participants’ habitual behaviors, belief systems and values which limit them from reaching their full potential in their target areas.
  • We conducted a two-day live Power of Partnership training program that included conceptual models, learning simulations, instructor demonstrations, participant role plays, live learning laboratories, and individual coaching.
  • After a successful Power of Partnership live training program, we conducted an online post-course survey of all Customer Value employees.

The survey showed marked improvement in all areas:

Quantitative Results

(Based on Post-Assessment)
Consulting Sales Case Study


(From the VP of Services)

“I needed to transform my technical consultants into world-class business consultants, so I turned to S3 Solutions and the Power of Partnership. We were immediately able to leverage the power of our consultants and their newfound skills by partnering with our sales force to sell larger and more profitable service deals. This resulted in an increase in consultant chargeability of 25% and an increase in services backlog of 50%.”

(From a Regional Manager)

“Using what we learned in the Power of Partnership course, we were able to show one of our key telecom customers that budget limitations were blocking his view as to what was really critical to him. When we helped him focus on his goal rather than the belief that the budget was too limited for the project, the customer was able to find additional funding available for the project, allowing us to place three additional consultants on the account, which ultimately produced improved results for the customer, with reduced risk to us, and secured approximately $200,000 in additional revenue! In addition, by practicing the open inquiry skill set and avoiding an adversarial relationship we secured the likelihood of $500,000 in future revenues with the same client.”

(From a Regional Manager)

“We saved $40,000 and secured an additional $110,000 in future revenue by using key skills learned in the Power of Partnership course. Only two weeks from the end of a project, a key client expressed his dissatisfaction with the progress of the project to date. Our Professional Services Consultant successfully practiced the skills he learned in the course. The resulting dialogue ensured that the current account would be preserved, and opened the door to significant future business. Using his newly learned skill of open-inquiry, the PS Consultant listened and understood his customer’s position, provided summary back to the customer to show he understood, and then worked with his customer to create a partnership approach that promised long-term improved results for all involved.

(From a Senior Leader)

“A Professional Services Manager has shown great improvement in leadership of his team. This consultant deals with a wide variety of people, ranging from his consultants, to representatives in the company’s sales organization, to external customers. His manager states that, although he is already a top performer, he has moved into a true leadership role by effectively applying the skills that he learned in the Power of Partnership course. This has resulted in acceleration of sales cycles, effective coaching of his team, and empowering his team to achieve increased customer satisfaction.”

Our Client’s Needs

A Professional Services organization for a global software company that specializes in “Big Data” committed to develop a solution-selling mindset among their consultants. They wanted their consultants to develop lead generation skills to create more qualified sales leads & increased partner enablement.

Ultimately, our client engaged our Power of Partnership training program to develop the business consulting skills critical to moving their Professional Services organization from a technical consulting focus towards a business consulting capacity.

Our Solution

  • Before we presented the “Power of Partnership” live training program, we conducted an online Pre-Assessment Survey of all Professional Services participants.
  • We co-created highly customized client scenarios to make the connection between the classroom and the field and accelerate learning.
  • We set up experiential exercises to reveal participants’ habitual behaviors, belief systems and values which limit them from reaching their full potential in their target areas.
  • We conducted a one-day live Power of Partnership training program that included conceptual models, learning simulations, instructor demonstrations, participant role plays, live learning laboratories, and individual coaching.
  • After a successful Power of Partnership live training program, we conducted an online post-course survey of all Professional Services participants.
  • With the results of the online post-course survey in mind, we discussed follow-up options with our client’s senior executives. Together with our client, we rolled out these programs:
    • Webinars to instruct new course materials and review previous material.
    • Another online post-course survey to determine the results of the Webinars. The survey showed that participants were applying our skills at a high level of success.
    • A one-day in-person, instructor-led training that presented new Power of Partnership skills and reviewed the skills we had previously taught.

Live Seminar Behavioral Results

(Based on Pre-Post-Assessment)

The survey showed marked improvement:

Consulting Sales Participant Improvement

 

Webinar Quantitative Results

(Based on Pre-Post-Assessment (Shows Percentage Improvement Change After Webinar  )

Consulting Sales Case Study Improvements

Behavioral Results

Keith Carlson,
EVP, Global Services, Mark Logic

We recently completed the Power of Partnership course and several follow-on Webinars. Ours is a very technical and very skeptical group about this kind of training. The results we’re seeing so far are outstanding: our customer satisfaction is fantastic and our utilization is very strong. Our employees have really gravitated to the capabilities and skills that were taught to them in the Power of Partnership course, and they have improved their skill level by over 20% from when they first started the course.

S3 is different because they really tailor their approach to fit consulting and services organizations. This is a core differentiation. It was key for me to take my technical-oriented organization and transform them into business advisors and trusted advisors with our customers and partners. I am very pleased with the results.

Andrew O’Driscoll,
CEO, ClearTask

Over the last year we’ve had tremendous growth. We recognized that we wanted to grow consistency in our sales and services groups. The Power of Partnership training was fantastic. I’ve been through a lot of trainings in my career, and this was the most applicable training to what I do day in and day out—we could literally use it the next day.

The Power of Partnership gave us a framework we could use with our prospects and customers. We learned how to question our customers and handle conflicts and escalations, and it gave us a new perspective to look at our business through a different lens The framework allows us to be more thoughtful in our approach and find out the true motivations of our customers. This training will become a standard for all of our consultants and salespeople.

Marc LeCours,
Vice President of Sales & Services, ClearTask

“We decided to bring in the Power of Partnership because we are scaling our company and really growing. We brought in the Power of Partnership to show us how to build deep trusting relationships with our clients, and we have gained the skills and concepts to have a trusting conversation with our clients. The live scenarios we built were very helpful, as was the hands-on coaching to each member of my team. The training was so relevant to what we do every day. Through the Power of Partnership training we have dramatically improved our ability to build relationships with clients and grow our business.”

Irene Lefton,
Vice President of Services & Support, ABBYY Software

“The Power of Partnership three-day workshop was extremely effective! Our sales team learned tools and tactics they could apply directly to engage with their customers, move deals forward more quickly and close more business.

The training has a very strong solution focus. We are in the process of shifting from product-oriented sales to solution-focused sales. The tactics and tools presented in the course applied to all our sales people across the board. There was strong learning, strong facilitation, and great content in the training.

S3 took a very customized approach with us. We worked closely with them to decide which skills and tactics they could apply where our team had gaps. We were able to customize the training to get to the real tactical skills our team needs to approach their deals more effectively.

Some sales people who were afraid of approaching services deals in the past are now bringing them forward early in the sales process. We’ve seen a great improvement in everyone’s solution focus. They are stepping back and looking at the larger deal and drilling down to get more qualified deals. We’ve seen an improvement in our people’s ability to get more qualified deals. Overall, our metrics are showing our close ratio is going up; the Power of Partnership training is helping us grow our business.”


(From the VP of Services)

“I needed to transform my technical consultants into world-class business consultants, so I turned to S3 Solutions and the Power of Partnership. We were immediately able to leverage the power of our consultants and their newfound skills by partnering with our sales force to sell larger and more profitable service deals. This resulted in an increase in consultant chargeability of 25% and an increase in services backlog of 50%.”

(From a Regional Manager)

“Using what we learned in the Power of Partnership course, we were able to show one of our key telecom customers that budget limitations were blocking his view as to what was really critical to him. When we helped him focus on his goal rather than the belief that the budget was too limited for the project, the customer was able to find additional funding available for the project, allowing us to place three additional consultants on the account, which ultimately produced improved results for the customer, with reduced risk to us, and secured approximately $200,000 in additional revenue! In addition, by practicing the open inquiry skill set and avoiding an adversarial relationship we secured the likelihood of $500,000 in future revenues with the same client.”

(From a Regional Manager)

“We saved $40,000 and secured an additional $110,000 in future revenue by using key skills learned in the Power of Partnership course. Only two weeks from the end of a project, a key client expressed his dissatisfaction with the progress of the project to date. Our Professional Services Consultant successfully practiced the skills he learned in the course. The resulting dialogue ensured that the current account would be preserved, and opened the door to significant future business. Using his newly learned skill of open-inquiry, the PS Consultant listened and understood his customer’s position, provided summary back to the customer to show he understood, and then worked with his customer to create a partnership approach that promised long-term improved results for all involved.

(From a Senior Leader)

“A Professional Services Manager has shown great improvement in leadership of his team. This consultant deals with a wide variety of people, ranging from his consultants, to representatives in the company’s sales organization, to external customers. His manager states that, although he is already a top performer, he has moved into a true leadership role by effectively applying the skills that he learned in the Power of Partnership course. This has resulted in acceleration of sales cycles, effective coaching of his team, and empowering his team to achieve increased customer satisfaction.”

Feedback from the Field – Participants:

  • A CV Consultant secured $160,000 of services from a long-term and highly valued customer. The customer was known for having very high expectations and often became anxious about project progression. By practicing open inquiry, the CV Consultant was able to skillfully walk the customer through the process which resulted in the customer feeling relaxed and willing to sign the contract.
  • A PS Consultant used a tactic learned in the Power of Partnership training to help the customer focus on his real goal, rather than allowing the expenses he had incurred to cloud his vision. The customer stated how critical the account is, and decided to purchase 13 weeks worth of services (approximately $100,000) to support the product he was purchasing. Once the PS Consultant removed the apparent obstacle of budget limitations from the picture and allowed the customer to see the goal more clearly, the customer easily understood the need for services, removing any need for “convincing” the customer to act.
  • “I have been working on a new opportunity with a customer. There are a number of different players in the customer’s organization involved. We were given marching orders from a high level executive in the customer organization. We have had to convince different groups to work with us because we are trying to replace an existing system. I have used a lot of what we learned in the class to understand priorities and find the facts.”
  • “A client recently complained with upper management about team communication issues. We were called into a meeting and before the meeting started, I strategized an Empty-The-Glass approach to the meeting with someone else who was in the course. We disagreed with the customer but we listened intently and eventually fully understood their position. Once we understood, we moved to solutions. At this point, I consider the client to be a happy customer. Thanks for teaching me how to do this.”
  • “I used “Meet and Move” to understand a client’s position and also “What if” to get a different deal on the table which met their requirements and ours. I was glad I had these tools!”
  • “I had a recent case where I needed to use “prioritized playback” with a prime program manager to make sure I understood the requirements when dealing with data deletion.  The skill you taught us did the job.”
  • “The next day after taking the class I spoke with a customer who was upset. I used “Empty the Glass” and listened for 10+ minutes then played back what I heard. Then I used the “Reframe”  to make it a joint problem/solution. It worked very well.”
  • “A customer was hesitant to engage with us since they were short on hours. We re-framed the conversation into a question of how we could ensure success while conserving their hours. It became a much easier conversation.”
  • “This course was surprisingly fast-paced and interactive. More than that, the instructors were very humorous and fun, as well as great at explaining the concepts.”