70 - Sell Your Service With Power and Authority

The Accepted Authority

Selling consultancy services comes with a specific set of problems that relate to the levels of trust and belief that is established with your potential client. The typical lead that comes from a referral has led us into some habits in the sales meeting that don't help us with a marketing generated lead.
Unless we have thought about the challenges in this scenario and have planned and developed a system to overcome these challenges, ideally before we ever turn up to sales meeting, we tend to get treated like a servant in sales meetings and only ever have the opportunity to present a proposal on providing the service the client tells us what they want, rather than being able to proscribe a solution that, from our expertise, we know is what they really need. We have no power in these sales meetings to be able to influence the client so that we can provide them with our best service.
Selling your service with power and authority is about changing the dynamics in the sales meetings, so that you are positioned as the authority and have the power to influence the clients' thought processes during the process of marketing and selling, so that the come to you predisposed to buy what you recommend to provide the ideal outcome for them. This process builds trust and credibility before the sales meeting, making the sales meetings much more effective and powerful and helps to eliminate your competition from consideration, because of the authority and power you have.
Learn more on the podcast, or attend the upcoming webinar I am running on this system. See more here: https://www.linkedin.com/events/sellyourservicewithpowerandauth7126033081521590273/