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Barry Maher got his first sales job as a kid selling
magazine subscriptions door to door. It was a hard gig
to have because the subscriptions were hundreds of
dollars and this was back in the 60s. Barry learned
right away that saying something like, “I’m selling
magazines. Would you like to buy some?” was the quickest
way to get the door closed in your face. People always
said “no.”
Barry says it’s the same thing when it comes to selling
consulting services. You can’t just go around asking
people if they need your help. They’ll always say “no.”
You’ve got to engage prospects in a conversation then
naturally guide them to a close. And you can do that by
controlling the sales call. So in this audio with Barry,
you’ll hear how to hit all the sales points you want to
hit in the order you want to hit them without getting
the door closed in your face, even when a prospect tries
to derail you.
You’ll Also Hear…
* Why it’s easier to
sell consulting services at a higher fee than it is to
cut prices and attract cheapskates
* The fastest known way to use speaking engagements to
land clients while also using them as a high-end product
in and of themselves
* The pricing structure Barry uses in his practice today
and exactly what he says when someone tells him his
consulting fees are too high. (Believe it or not, he
always agrees with them)
* Barry’s 5-step process for setting up a successful
consulting practice: from how to be your own worst
prospect to making your skeletons dance for you, this
advice could take you from the ground up
* Why Barry says it’s important to “brag about the
negative” or weak parts of your practice – and how to do
that the right way so it actually works to your
advantage
* The word-for-word sales pitch Barry used when he was a
kid that worked to sell those expensive magazine
subscriptions – and how he adapted that same sales pitch
and those same sales strategies to land clients today
Barry says controlling the sales call never involves
talking over the customer or ignoring their objections.
It involves acknowledging what they’re saying while
keeping the conversation on track.
And in this audio,
you’ll hear how to do that – and a lot more from an
expert consultant who’s been controlling sales calls a
long time.
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