Alan Weiss - How to Effectively Sell Your Professional Services
Alan Weiss - How to Effectively Sell Your Professional Services
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Alan Weiss - How to Effectively Sell Your Professional Services
COST: $295
Author: Alan Weiss
Size: 4.06 GB
Website: http://www.summitconsulting.com/stor...-3-DVD-set.php
Five hours of video on three DVDs, recorded before a live audience at the Australian Institute of Management Consultants.
In a day of highly interactive, dynamic, entertaining, and career-changing presentation, Alan covers:
- The two decisions that saved his life:"this is a relationship business"and "never charge by time, labour or materials"
- Why we need a support system
- Changing our focus to be more relevant to clients
- Framing as a key skill
- The Cosmic Woo
- Overcoming the consultants lack of self esteem
- Learned optimism
- Creating your own peers, and being seen as a peer of the buyer
- How you develop interest in yourself
- The strategy to transition from avocation to occupation
- Developing your sweet spot
- How to get past gatekeepers
- Developing confidence and resilience
- The need for resolve
- Creating synthesis
- Moving from reaction to anticipation of the need
- Mastering application
- Developing and exerting influence
- Improving perspective and professionalism
- Learning how not to put too much pressure on yourself
- The principles of market gravity
- Attracting clients
The Contents of this 3 DVD Series are as follows:
DVD 1
Chapter 1 Language and Support Systems
Chapter 2 Focus, Framing and the Cosmic Woo
Chapter 3 Market Gravity
Chapter 4 The Accelerant Curve
DVD 2
Chapter 5 The Market Value Bell Curve
Chapter 6 Question Time
Chapter 7 Shared Values
Chapter 8 Ways to Engage
Chapter 9 Growth Stages for Consultants
Chapter 10 Applied Intelligence
Chapter 11 Organizational and Individual Benefits
Chapter 12 Referrals
Chapter 13 Monetization of Ideas
Chapter 14 S Curve Theory
DVD 3
Chapter 15 Value Based Pricing
Chapter 16 Next Steps: Dave Staughton
Chapter 17 Bonus: Alan Weiss at the Conference Dinner
This is Alan at his freewheeling, content-rich best, with stories, examples, demonstrations, and interaction
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