The 5-Step Consulting Sales Process [+ Free Guide]

Selling High-Value Consulting Services

Why?

Because you simply don’t have the time or capacity to do anything else!

If you want to build a sustainable, scalable and maybe even one day saleable consulting business, then you must sell your services to mid-sized and large corporates.

You see, big clients are a lot less hassle for a lot more reward.

And it’s a lot easier to sell more engagements with existing clients than always trying to find new clients. The bigger the client, the greater the opportunity for follow-on work.

Have you got the confidence to sell to the right people?

Consulting businesses often lack the confidence and belief in their abilities to go after big projects. And, on the rare opportunity that a big opportunity does arise, they mess it up!

Here’s what typically happens:

1. You secure a meeting with a new prospect.
2. Excited by the potential, you rush the sales meeting to get a proposal in the prospect’s inbox as quickly as possible through fear of missing out. You pat yourself on the back for completing this core activity.
3. That’s when you hit them with it - a £50k proposal.

But guess what?

The prospect doesn’t have the authority to sign-off £50k. Their procurement rules stipulate that spend over £25k requires 3 quotes.

Or, the boss of the person you met with - who does have sign-off authority - he has a favoured consultancy, and it's not you!

Or, more than likely, since you rushed the sales meeting you didn’t spend enough time understanding the prospect.

You didn’t demonstrate deep understanding of their problem.

You didn’t promise them an irresistible outcome.

And you didn’t sell them on your approach.

Instead, your proposal is all about you...

• Your process.
• Your team.
• Your fees.

You’ve blown it!

Consulting Sales Process Guide

In this guide, I show you the exact sales process that I use to win 5, 6 and even 7 figure consulting projects. I’ve laid out the exact approach I use to land projects, and to expand the initial project fees anywhere from 5 to 20 times.

If you follow this process you will land big projects with big clients.

This sales process can be applied to any consulting engagement with the potential to become a big project.

It follows these 5 steps:

1. Meet the prospect and understand their needs
2. Determine your approach in response
3. Sell your understanding of their problem, their desired outcomes, and your approach
4. Present your price
5. Expand the opportunity

Download the guide to learn how to apply each step…