SELLING CONSULTING SERVICES IN EUROPE

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SELLING CONSULTING SERVICES IN EUROPE

• B. J. OCONNOR INTERNATIONAL LTD
• www.oconnorconsultancy.com

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SELLING

• IT IS BETTER TO WIN A CUSTOMER THAN LOSE A SALE
• ORACLE

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SUCCESS

• 20 OF TODAYS AUDIENCE GET 80 OF THE TOTAL
  RETURN
• HOW CAN YOU GET IN THE CONSULTING TOP 20?

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YOUR CONSULTING

• HOW DO CLIENTS SEE YOU?
• HOW DO CLIENTS VIEW YOUR STRENGTHS AND WEAKNESSES
• WHAT IS YOUR BIGGEST CLIENT COMPLAINT? - to

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YOUR PROCESSES

• DO A VALUE ADDING ANALYSIS
• FIND 90 WASTE
• REALLOCATE RESOURCES TO SELLING

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VA STUDIES
OVERALL SUMMARY RESULTS OF VA STUDIES
51 DAYS OVERALL
Impact neg.
37 MINS
14,283 MINS
714 MINS
1,665 MINS
117 MINS
7,674 MIN
RD 50.8 VA
Manufacturing 0.42 VA
Purchasing 77 VA
Sales Engineers 25 VA
Internal Sales 5.7 VA
Drawing Office 5.3 VA
Logistics 24 VA





9 DAYS OVERALL
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YOUR SERVICES

• WHY WAS I SUCCESSFUL THE LAST FIVE TIMES?
• LOOK FOR A SOLUTION THAT WILL LEAD TO LONG TERM
  RELATIONSHIP
• EXPERIMENT WITH NEW PRODUCTS
• USE LINGUISTIC SKILLS

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DEFINE YOUR CLIENTS NEEDS

• ASK OPEN QUESTIONS
• AGREE CLIENTS NEEDS
• AGREE SOLUTIONS
• HIGHLIGHT BENEFITS

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DELIVER BENEFITS TO YOUR CLIENTS

• MEET THEIR NEEDS
• KEEP GOOD CLIENTS AS LONG TERM CLIENTS
• LOWER SELLING COSTS
• SPSS

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WHAT ABOUT PRICE?

• SELL ON VALUE NOT TIME
• EXCLUSIVE SOLUTION EQUALS HIGH PRICE
• NEGOTIATE HIGH UP
• YOU NEED HIGH PRICES TO HIRE THE BEST CONSULTANTS
• BE AWARE OF LOCAL PRICES

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YOUR MARKETS

• SEGMENT BY
• VALUE
• INDUSTRY
• CHALLENGES
• MANAGEMENT
• COMPETITORS

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PROFILE YOUR SUCCESSES

• LOOK FOR SIMILAR OPPORTUNITIES
• LOOK FOR EXCELLENT COMPANIES

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YOUR COMPETITORS

• BE AWARE OF YOUR COMPETITORS
• DO NOT OFFER A ME TOO SERVICE
• OFFER A BETTER OR NEW SERVICE

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PARTNERS

• MORE REWARDING THAN SUBORDINATES
• HOW TO SELECT THEM
• UNEXPECTED OPPORTUNITIES

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STRATEGY

• ATTACK ON MANY FRONTS
• NEVER RELY ON ONE OR TWO METHODS

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ATTRACT MORE CUSTOMERS

• DIRECT MAIL
• SEMINARS
• REFERRALS
• RISK REVERSAL
• LOSS LEADERS - PILOTS
• TELEMARKETING
• SUPERMARKET TECHNIQUES

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REJECTION

• EXPAND YOUR SERVICES
• EVERY REJECTION IS A STEP NEARER SUCCESS
• LEARN WHAT YOU NEED TO CHANGE

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NEGOTIATION

• TECHNIQUES VARY FROM SWEDEN TO ITALY
• TO SUCCEED USE CHECKLISTS

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PROJECT MANAGEMENT

• TEAMS ARE MADE UP OF DIFFERENT SPECIALISTS WITH
  DIFFERENT LANGUAGES
• USE PROJECT MANAGEMENT TO PLAN AND MONITOR
  ASSIGNMENTS

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PAYMENT

• CASH FLOW RANKS EQUAL WITH CLIENT SERVICE
• GO FOR AT LEAST ONE THIRD UPFRONT
• GET TO KNOW THE PEOPLE WHO AUTHORISE PAYMENT

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SUMMARY

• ENSURE YOUR CLIENTS APPRECIATE THE BENEFITS
• REALLOCATE YOUR SELLING RESOURCES
• SEGMENT YOUR MARKETS

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SUMMARY

• WORK IN LOCAL LANGUAGES
• TRIAL NEW SERVICES
• REHEARSE PRESENTATIONS

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SUMMARY

• SELL ON VALUE NOT TIME
• USE SEVERAL APPROACHES
• EXPLOIT TECHNOLOGY

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SELLING CONSULTING SERVICES IN EUROPE

• B. J. OCONNOR INTERNATIONAL LTD
• www.oconnorconsultancy.com