Alan Weiss’s 2006 Teleconference Series
Disengaging, Demonstrating Value, Gaining Repeat and Referral Business
Learn how to disengage, extend projects, find new projects within the client, gain testimonials, obtain referrals, and deal with any unmet expectations. Understand the difference between “one-project clients” and long-term, multiple-project clients.
Overcoming conflict, politics, resentment, delaying tactics
Learn how to overcome resistance, resolve conflicts, and avoid political turf battle. Remain the learned, independent, objective advisor and don’t get pulled into the political swamp. Techniques to preventive difficulties during implementation, and resolve them if they do occur.
The “under the radar” advanced tools which you don’t tell the client about but which you use to advance the project and reduce labor intensity. “Working backwards,” “co-opt the influencers,” “alert to the torpedoes,” and other nuances that are situationally required.
The basics for any consultant in terms of observation, coaching, focus groups, interviews, etc. The basic tool kit which is needed 90% of the time.
Framing the Consulting Engagement
Learn how to “frame” issues immediately to focus projects and save time and effort. Reduce labor intensity by gaining commitment for the next steps.
Learn the four logical starting places for any project. Utilize the 10 advanced framing tools. Prevent both scope CREEP and scope SEEP.
Writing High Value Proposals
Learn how high value proposals are different from lower-fee proposals, and ten steps to ensure you maximize your chances of success. Listen to questions and answers about obtaining the key ingredients from the buyer, and what to do if there is resistance. This CD can add six figures to your yearly revenues–all profit!
Going for the Close
Preparing for and Overcoming Objections
There is no objection you haven’t heard, so it’s negligent not to be prepared for them. Find out why “no money” and “no time” are about priorities, not resources, and how to brush them aside. Learn why the buyer can’t say “no need” if you’ve done your job.
Getting to the Buyer
Learn how to overcome gatekeepers, relate to the buyer on a peer level, use questions to elicit need, and basically, keep your mouth shut! Put yourself in the buyer’s shoes: No one responds well to “cold” calls, so learn how to warm them up.
Identifying Existing and New Prospects
An interactive session in identifying and pursuing key prospects. breakthrough thinking about current clients as top priority prospects. Making all calls warm calls, not cold calls.