Archives For profit improvement

Twelve things that define a consultative sales person

1. They improve the client’s position – a business level improvement.

2. Product is never the business driver; it is simply a tool being used in the improvement process.

3. Money is not at the center of negotiations, likelihood of successful improvement is.

4. Discovery is an integral part of the selling process; fees are not quoted until the project is understood.

5. The discovery process involves both technical and business people, and the sales person is intimately involved with each business discovery meeting.

6. The primary targets involve people who have predictable needs, not those shopping for widgets.

7. The projects show specific improvements in operational efficiency, risk levels, competitive advantage, or return on investment.  They are measureable and understood before the project is sold.

8. High-end consultants and engineers are part of the delivery process.

9. Projects are sold with a scope of work, not quoted as a line item with an associated discount.

10. They consider business people to be their peers, not IT.

11. They are continually learning, investing time in reading, and attending educational offerings.

12. They differentiate their offerings with intellectual capital, not discounts.

© 2010, David Stelzl

http://www.stelzl.us/business_strategy_TeleS.asp

Tomorrow at 11:30 est I’ll be covering fees in much greater detail – by request, I did change tomorrows topic to “fees”.  Everyone struggles with this, everyone paid on gross profit is hurt by this. One of the most important changes you can make in 2011 is how you price projects and how much margin is realized per deal.  Doing thousands of small deals is exhausting, so learn how to increase deal size, gross profit, and value price.

The program is one hour, it will be recorded, and all those who sign up will receive a free recording of it on Monday.

Remember, if you are attending, feel free to submit questions and issues by email prior to the meeting.  I will cover as many as I can based on relevance.

Here is the link: http://www.stelzl.us/business_strategy_TeleS.asp

© 2010, David Stelzl