Changing markets and increasing competition lead to the situation that your products and services tend to turn into commodities. Sales executives complain about the fact their work has become less consultative and sales pitches are mainly about compliance. Before customers reach out to you they have already developed their solution. This is the case in 60% of the situations and all you can do is comply to the scope of work and the proposed solutions. In many cases you are even competing with others.
We can help you to be proactive instead of reactive. Successful service providers challenge their customers and establish a position as trusted adviser. Instead of reacting to the customers’ demand issued by the Purchase department, you talk with business leaders about their challenges and problems.
ConsultingMethodology has developed a successful road-map to achieve this. It is based on the knowledge and experience of professional consulting firms and leverages concepts like Insight Selling, Issue Based Consulting, Storytelling and Management of Change techniques to reach results.
The approach is Top-down and starts with challenging and improving your business strategy in 4 steps:
Because we apply this approach ourselves (and are quite successful because of this) we are able to deliver the entire scope for a fixed price.
Call +31 20 820 8775 for more information or contact us via e-mail.