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Listening Time:

39 min

Episode 152: Selling Consulting Services Without Being Salesy—with Andy Paul

When you try to sell your consulting services, do you feel like a sell out? Like you're doing something unnatural and, well, yucky. And when you do it, it doesn't work.

On this week's episode of the Craft of Consulting Podcast, author and sales expert Andy Paul shares his "Selling In" approach. This approach that rejects the ineffective and uncomfortable salesy version and replaces it with 4 pillars that will not only feel better, but also get you more of the right consulting business.


Andy Paul

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Episode Details

Selling your consulting services and products doesn’t have to gross you and the client out. Author and sales expert Andy Paul offers a better way! In this episode, we talk about:

Rejecting the salesy “Selling Out” version of sales vs. “Selling In”

  • Understanding the difference between persuasion and influence when selling

  • Creating a vision of success with prospective clients

  • Unlocking the four pillars of sales: connection, curiosity, understanding, and generosity

  • Applying the right type of empathy to understand consulting clients’ problems

  • Asking impact questions to get consulting clients to quantify the impact of a change or not making a change

  • Listening to understand what's most important things to the buyer and the one thing that matter most

  • Understanding how buyer’s make decisions

For more information about Andy Paul:

Sales Enablement Podcast with Andy Paul:

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