Focus

Are you still using the last century's "Worst Practices" to sell your consulting services? If you are a consultant, agency owner, or B2B service provider and want to get better clients and close bigger deals in less time without using pushy sales tactics, FOCUS Selling can help you increase win rates by 20% or more, shorten your sales cycles, and increase your average deal size and profit margins.Traditional sales methods don't work well for selling your consulting services. Let Rev Vaughn show you a better way to sell. FOCUS Selling gives you expert-level, professional sales skills so you can have the kind of sales confidence and success you've always wanted. FOCUS Selling will help you: ● Master a simple sales framework that positions you as an expert and trusted authority. ● Establish your sales leadership in the first minute of a call.● Use the Four Ways to open any sales call, so you are never left guessing what to say or do.● Qualify every opportunity, so you never waste time chasing bad deals.● Discover, uncover and develop a buyer's goals, opportunities, and challenges.● Qualify every deal, so you know you are working on a real opportunity.● Qualify resources to know the buyer has the time, people, and money to implement your solution. ● Understand the buyer's decision-making process to know how they make decisions. ● Use Fact Questions to get key information about your buyer's current situation.● Ask Opportunity Questions to understand a buyer's biggest goals.● Use Challenge Questions to uncover a buyer's most difficult problems.● Ask Uncover Questions to understand the true payoff of achieving the buyer's goal.● Master Solution Questions to create the "buying urge" before you introduce your service.● Build the business case for your service or solution with the buyer.● Experience more sales confidence and feel better about the way you sell.This FOCUS Book lives inside the Conversion function of your business and is centered on the "Discovery" phase of your sales process. Most consulting deals are created by conversations with the client, either in person, over the phone, or online. We call our complete selling process "The FOCUS Selling Blueprint."The FOCUS Selling Blueprint has three major stages or phases:1. Plan To Win: The Plan to Win stage includes everything we do before we meet with the buyer that sets us up for success.2. Discovery: In Discovery, we Qualify the Opportunity and decide if we can help the buyer achieve an important goal or solve a big problem.3. Win: In the Win stage, we present our solution, provide proof, and gain the buyer's commitment to move forward with our service or solution.Discovery is the "heart of selling." In this book, we cover expert ways to:1. Opening the Call This step helps the client see you as a peer and valued advisor and not just as a service provider. We use The Four Ways to open any call to establish your sales leadership in the first minute of a call.2. Qualify the OpportunityQualifying the Opportunity is the "heart of selling." We go from the uncertainty of chasing after bad deals and unqualified buyers to the certainty that comes from spending your time with your best clients. We discover, uncover, and develop your buyer's goals and challenges. We Qualify the Opportunity so you know you are working on a real problem or opportunity. We uncover hidden problems, costs, connections, and constraints that are "invisible" to your client.3. Solution LinkingMaster Solution Questions to create the "buying urge" before you introduce your service or solution. Ask questions that directly link your solution to solving the client's problem or achieving their goal. Get your client to agree to your solution before you ever formally present it. Even experienced consultants, agency owners, and sales pros will learn something new to get better clients and close bigger deals.