closing

Hate Selling? Try Doing This Instead

Do you sometimes hate selling? It makes me feel slimy when I have a hidden agenda to sell somebody consulting services. When I try to get clients to buy something I end up subtly trying to manipulate them, and then I feel even worse that I’m not being genuine, not being myself. Can you relate to this? There are whole libraries full of sales books and you’ll find very little about true integrity anywhere. These books dress up manipulation in fancy language and they’re steeped in trickery of one sort … Read More

Five Easy Closes for Consulting Sales

You’ve had conversations with a client. You’ve moved the lead along and now you think it’s time to close new consulting business. What’s the best way to close? Try using old-time sales closes and you’re likely to feel manipulative and even a little slimy. Besides, tricky closes like “The Ben Franklin” and “The Porcupine” (don’t ask) destroy your chance to create the trusting client relationships you need to bring home a successful projects. Here are five easy closes we teach in “The Power of Partnership” training: 1.The Summary Playback Close … Read More