08/29/22
Listening Time:
35 min
Episode 175: Accelerating Revenue Through Value-Oriented Selling—with Brent Keltner
If you want to get work that you should get and at a faster clip, you have to orient toward value for the clients, not your services or products.
In this Craft of Consulting Podcast episode, I interview author and sales expert Brent Keltner. He shares specific strategies and techniques for selling your services and products as a consultant and a systematic way to employ them so that you have a higher likelihood of success.
TODAY'S GUEST
Brent Keltner
Episode Details
Brent Keltner dispenses a slew of wisdom for getting consulting clients. In this episode, we talk about:
Connecting your marketing and customer success strategy
Understanding what your buyers value enough to take action on
Getting to the buyer's success statement through a good discovery process
Asking questions vs telling the client things in a discovery conversation
Finding out how to make your buyer more successful
Guiding clients to prioritizing and reprioritize what they value most
Starting with the buyer’s why, not your service or product how
Creating “deal velocity”
Figuring out what they value, confirming that they see you as part of the solution, and asking them to take action
Crafting multiple client personas for different decision makers
Avoiding underselling your expertise or tell your client, how to run their business
For more information about Brent Keltner:
Website: https://winalytics.com/
Winalytics Masterclass: https://winalytics.com/our-masterclass/
The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success: https://bookshop.org/books/the-revenue-acceleration-playbook-creating-an-authentic-buyer-journey-across-sales-marketing-and-customer-success/9781774581018