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Trust-based selling - the key to consulting sales

Posted By Theresa J. Barker, Monday, November 14, 2011
Updated: Monday, November 14, 2011
Did you know?  The most powerful way to attract and make consulting sales is through building trust with the client, not by telling the client how smart you are or what the solution is to their problem. 

Four principles of trust-based selling to develop the trust relationship with your client are:
1.  Focus on the client's best interest even during the sales process
2.  Don't sacrifice a long-term relationship for short-term wins
3.  Put the collaborative aspect first over "selling the client"
4.  Be as transparent as possible

Information on trust-based selling and many other essential aspects of consulting practice are readily accessible through your IMC membership.  The above information was taken from "Create Trust, Gain a Client" in the Knowledge Library of the IMC USA website (Professional Learning -> Knowledge Library). 

Thinking of renewing your IMC membership for 2012?  Now is the time!  Among your membership benefits you can access
- Consultapalooza: bimonthly interviews with thought leaders in consulting
- Daily Tips:  short daily tips on improving your consulting practice
- Knowledge Libraries:  articles on consulting topics
- Affiliate and Alliance discounts: reduced rates on insurance and tools for your practice

Don't wait! Join the 30+ members who have renewed in our Pacific Northwest Chapter for 2012!

Theresa Barker, Ph.D.
Membership Chair
IMC Pacific Northwest Chapter

Tags:  Pacific Northwest Chapter 

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