Consultancy leaders interested in revenue growth often think about “winning sales”.
They want me to teach their team members sales techniques. But I won’t … because these aren’t right if they want to become the client’s advisor.
Instead they must learn to offer insight, collaborate with the client, and help them decide what to do. In other words show off their skills as an advisor in pre-sales.
That doesn’t negate sensible steps like qualification, sharing case studies, or agenda setting. Instead it sets the context for these things and makes them meaningful.
It creates value at the point people can decide to work with you. Right there, real-time, in the relationship.