ArticlesBase.com - Free Articles Directory
Free Online Articles Directory
13.10.2008 Sign In Register Hello Guest
Email:
Password:
Remember Me 
forgot your password?


The Consultant's Dilemma

Author: Todd J. Anderson Author Ranking Blue | Posted: 06-05-2006 | Comments: 0 | Views: 214 | Rating:  (50) Article Popularity - Green (?) Got a Question? Ask.
Sign Up Now!

Sally (not her real name) is a consultant for whom I have great respect. She's bright, educated, personable and most notably she is extremely competent. Her customers rave about her talent and the work that she performs. She charges a healthy rate for her services and her clients get their money's worth - no question.

When a current client of mine needed help in the area of Sally's exact expertise, I suggested that they talk to her and she was hired on the spot.
The following week she showed up for the engagement and delivered services that the client loved. At the end of phase one, Sally naturally wanted to broach the topic of additional work.

The engagement concluded. The moment of truth soon arrived when Sally offered the next logical service that she could provide. The client said, "We'll think about it and get back to you."

Sale lost? Maybe, maybe not but the pain of wondering where it stands was front and center in Sally's mind. Not only that, the clock continued to tick and Sally was left with the feeling that this could go either way. "What could I have done differently?" she asked.

Sally's story is not unique. How often have you been involved in an engagement, knowing that you could provide a lot of extra things for the client, if only you could find the right way to talk about it?

In order to deal with this struggle, let's outline a few realities that seem to get in the way of selling.
First, let's take a look at how we stereotypically perceive a salesperson. We:

-Think of "salespeople" as pushy, manipulative, and unethical.
-Avoid "sales training" because we are convinced we are not salespeople.
-Know a salesperson we are certain we don't want to be associated with.
-Sense that most sales people will make the sale and disappear, giving no customer service.
-Feel salespeople will say what they need to, to get the sale.

All of these things shape how we project ourselves in a sales situation.

Second, we all hate rejection. According to Tony Robbins, it's human nature to avoid pain and to seek pleasure. He ought to know because he's made millions selling that message to people looking for ways to avoid pain and seek pleasure.
Third, we hate the way salespeople sell to us, so let's make sure we don't do the same to our clients.

I believe that we need to change the context in which we think about sales. Here are a few suggestions.
Let's begin by considering a definition for selling that reflects a slightly different reality. When I think of selling, I think of it as:

"A dialog that creates the condition such that someone with appropriate authority is inspired to trade an asset (time, money or other) for something that they perceive as higher value."

You might want to read this again a couple of times to let it sink in a little. The "something" could be a product or a service.

Next, let's carefully consider the distinction between selling and delivering. If you accept the above definition of selling, then it is holistically distinct from delivering your product or service. While you are performing your duties as a consultant, it is certainly NOT your job function to inspire someone to trade an asset for what you are delivering (although, this may be an unintended consequence of your actions).

Since the part of selling has already been done, it is now your job to deliver the actions, tasks, outcomes and results that you were hired to do. However, when your delivery of actions, tasks, outcomes and results is approaching a conclusion, it would behoove you (AND your client) to think about inspiring them to consider your other services.

You owe it to your client and yourself to create this process intentionally, or not at all. If you are providing the value that your client deserves, then it is incumbent upon you to engage in selling as defined above.

As consultants we often wait until it's too late to re-engage our client. The manner in which we spring into action in our sales approach can cause confusion. We do this because of our own hesitations, reservations and stereotypes of the sales process and of salespeople.

Advice for and Sally.
Here is what can be done. Get clear on the new definition of a salesperson. Your job as a salesperson is to create a conversation that inspires. You can't do this by avoiding the conversation. You do this by asking questions and learning how to transition from delivering your expertise to selling your expertise.

The transition from expert implementer back to sales professional is relatively simple, yet extremely important. One way to accomplish this is to do the following:

  1. Ask your client how satisfied they are with the service that you just delivered. Then ask what could have been done better. This process will demonstrate to your customer that you are striving to deliver the best possible service.
  2. Inform your client that you have another service that is valuable to them. Describe its benefits and invite your client to consider the offer as it relates to their situation.
  3. Verify that your client agrees that the benefits are helpful.
  4. Upon your client's affirmation, tell them the fee and ask for the business.

Most of us are uncomfortable asking for the business. Therefore, practice this in the mirror or with a friend before you go live. Being comfortable with this transition will put you and your clients in a win-win relationship. The transition from expert implementer to expert salesperson doesn't have to be difficult.

Rate this Article: Current: 3 / 5 stars - 1 vote(s).

Article Source: http://www.articlesbase.com/management-articles/the-consultants-dilemma-26513.html

Print this Article Print article   Email to a Friend Send to friend   Publish this Article on your Website Publish this Article   Send Author Feedback Author feedback  
Todd J. AndersonAbout the Author:

Todd J. Anderson is the President of 10,000 Foot View. He helps business owners and managers of high value services companies by enabling a culture of accountability and coaching. For info on his speaking and services, please call 763-522-6365 or email him at todd@10000footview.com.

Submitting articles has become one of the most popular means of generating quality backlinks and targeted traffic to your website. Join us today - It's Free!

Article Comments

Comment on this article Comment on this article
Your Name
Your Email:
Comment Body
Enter Validation Code: Captcha


Related Articles

Remember More in Less Time
By: Louis Lautman | 18/05/2007 | Self Improvement
Self Improvement related articles

Decision Making
By: Kamyar Shah | 28/01/2008 | Education
Education related free articles.

Boosting Your Sales by Boosting Morale: Employee Coaching
By: Melissa Vokoun | 09/04/2008 | Sales

Networking Through Strategic Alliances
By: Stephen Labuda | 02/02/2006 | Business
Business Articles, learn about busines - An organization created with the objective of making a profit from the sale of goods or services.

Avoid This Entrepreneurial Mistake: 5 Biggest Wastes of Marketing Money
By: Scott Metcalfe | 01/06/2007 | Direct Mail
Direct mail related articles, information for small business and large.

Small Business Growth Through a Powerful Tagline
By: Mark Mikelat | 05/08/2008 | Small Business

Hiring the Perfect Candidate for Your Company
By: Eric Reed | 13/10/2007 | Management

More Than Just A Smile
By: Kimberly King | 23/06/2006 | Business
Business Articles, learn about busines - An organization created with the objective of making a profit from the sale of goods or services.

Got a Question? Ask.

Ask the community a question about this article:

Frequently Asked Questions

Serving my husband divorce papers
By: SJ | 30-09-2008
I am serving my husband with divorce papers.  I wanted to know if he can be served at his place of employment or will he be served at his current residence?

If I purchase a new boat in North Carolin and I ...
By: Grant | 27-09-2008
If I purchase a new boat in North Carolin and I pay the North Carolina sales tax on boats at their rate of 3% and I then register the boat in Georgia for use in Georgia (I am a resident of Georgia), will I have to pay any Georgia sales tax?

Corporate Hierarchy Go Over the bosses Head?
By: coachpauline | 26-09-2008
I was hired at a financial services company 8 months ago. As a commission based sales person my compensation plan including a $25,000 salary was based on selling a product where my 1st yr earnings were projected to be between $100,000 &150,000 depending on my skill. The marketing that I was promised didn't materialize, the Sr. Vp who hired me left a new VP came in and the focus of my division changed to selling a product where the money to be made by a sales rep is alot less, so the new people who have come in have been hired at a higher salary and a higher commission. Everyone else from the old regime has been fired or left. I asked to be brought up to par with the new workers, especially since I am by far the top performer. I kept being put off, told that a newer, even better permanent compensation plan would be put in place as soon as a new Sr Vp arrivedand they dont want to change my comp plan twice. The New Exec Vp Is here-This newer, better comp plan was supposed to happen for the last 2 months-now I've been told it wont be until Jan. At an evaluation I was told I am an outstanding performer, I will be up for a promotion when a management position opens up in my division etc. Meanwhile my sales #'s are always #1 or #2(only ever beaten by my supervisor who has years of experience) while taking time out of my sales day to bring new people up to speed, who are on a better comp plan and at this comp plan I will be lucky to earn $50,000. My boss keeps putting me off until this newer comp plan goes into effect, but I cant afford to be producing results and not earning for another 3 months. SHOULD I GO OVER MY BOSSES HEAD AND EMAIL HIS BOSS W/ MY DILEMMAAND CC MY BOSS OR WRITE MY BOSS AND CC HIS BOSS?My bosses boss has the ultimate decision making power. I feel like I have some leverage right now that I may not have down the road. I am close to closing a huge deal for them that will be the largest in their portfolio. I have never worked in a corporate environment before-was a business owner so don't really know how this stuff works, but I am getting pretty fed up. Also I am going to be sharing my leads with all these new people and at this comp plan my sales will certainly drop. I will not go out and bring in more business from relationships that I have made over the years if I am not paid what I am worth and at that point I will have no leverage.    

Fund management industry
By: Naw | 25-09-2008
what is a fund mangement industry?what are the trends and issues in that industry?

The overall goal of emergency management is to?
By: scott | 24-09-2008
the overall goal of emergency management is to?

What is the vision of tesco ?
By: karim | 24-09-2008
what is the vision of tesco ?

Q&A Powered by:
Powered by Yedda 

Latest Management Articles

Small Business Incorporation Advantages Explained
By: Richard Taylor | 13/10/2008
Let me set the scenario for you. Your small business is growing and you're wondering whether you should consider incorporation for it, or continue on as a sole trader? Hopefully this article will help you answer that question and take you through all the pros and cons of small business incorporation.

Why DIY Debt Settlement is the Best Option Vs. Hiring a Debt Management Program
By: Stephen Watson | 13/10/2008
Do it yourself debt settlement and eliminations help. Eliminate your credit card debt today. Get your free debt settlement report.

Sales Boosting of Fast Moving Consumer Goods
By: Laurus Nobilis | 13/10/2008
During my career I had the opportunity to work for non-profit as well as for profit-oriented company. I must say that the difference is huge. Non-profit organization does not have to earn the budget. Their goal is to spend it. Of course, there are some rules and guidelines that should...

Joint Venture Needs Experienced Marketers.
By: PARMOD BANSAL1 | 13/10/2008
What can you expect from the Joint Venture Seeker Course? The first thing that strikes me is that this course is put together with the newbie marketer in mind

Helping Customers Helps Your Business
By: Dave Roth | 13/10/2008
If you want to have a successful business, it has to hinge on your customers and the service that you offer to them. You can have the best items in the world for sale at great prices, but if you don't spend any time on customer service or customer relationship...

What Managements Consultants Do
By: Editor-123 | 13/10/2008
UK management consultants play a key role in the growth and development of business in UK. They are normally engaged to provide services to the internal resources of a company. The UK management consultants, with their enormous experience, handle a wide range of business complexities that arise under varying conditions.

Create Dynamic Dialogue, Decrease Conflict in the Workplace
By: Laurie Taylor | 13/10/2008
Conflict. Confrontation. Most of us hate it. We avoid it. We simply hope it goes away. However if you manage people, you will have conflict. At the core of conflict is bad behavior. Learn how to stop the cause of conflict by stopping bad behavior.

Online Home Based Businesses False Beliefs
By: Trisha Rich | 12/10/2008
In home business training activities that I've joined, I have frequently found that people head into the build of their own online home-based businesses on a wildly unrealistic mindset approach.

More from Todd J. Anderson

How Well Do You Learn?
By: Todd J. Anderson | 01/03/2008 | Leadership
"You can learn a lot just by listening." As managers, we often fall into the trap of listening to our own voices rather than really paying attention to our environment. This explores the pitfall of trying to fix something rather than learning from it.

Stuck in the Mud
By: Todd J. Anderson | 01/03/2008 | Sales
This story will shed valuble light on how to market your products or services.

Are You Creating Peer to Peer Sales Relationships
By: Todd J. Anderson | 11/05/2006 | Sales
Service organizations who want to grow must help their consultants realate to clients as peers.

Article Categories






Give Feedback

Sign up for our email newsletter

Receive updates, enter your email below