1. It’s not what you say; It’s what your customer believes.
2. Never go into a sales call not knowing how you’re going to close the sale.
3. Have a dedicated time set aside either daily or weekly to do your prospecting.
4. Believe in yourself and what you’re doing to help your customers.
5. Show up and show up on time.
1. Let it take time – the investment is considerable and it is generally worth taking enough time.
2. Do not focus on low fees – consider efficacy instead.
3. Obtain references from other customers within the company and at the consulting company.
4. Derive benefit from the consultant’s experience of other customers – change consultant occasionally.
5. Demand review and feedback on both your own work and that of the supplier.