High Integrity Consultative Sales Skills For Real Estate Agents

Consultative sales strategies focus on connecting, nurturing, and supporting relationships. But it’s not all about building relationships. Top consultative salespeople are skilled…otherwise they would make a lot of friends but not a lot of sales.

What Consultative Sales Is and Is Not

Consultative selling is not just about building rapport by finding things in common…it is about building rapport by asking valuable questions that help prospects make decisions.
It is not just about asking information-gathering questions…it is about asking customer-focused questions, many of which use a counselling format.
It is not only about asking a lot of questions…it is about helping prospects follow a decision path that helps them process their many thoughts, considerations, decisions, and information.
It’s not about finding clever ways to address objections…it is about understanding that objections are often caused by the salesperson pitching something the prospect doesn’t want or presenting before the prospect is ready for it.
Often when I ask salespeople if they sell consultatively, they say yes. When I ask them what consultative selling is, they will tell me it’s about building rapport and relationship. And that’s true. But when I hear them selling, their focus will be on asking questions solely for the purpose of setting up an opportunity for them to present.

Selling Is About Decision-Making

But true consultative sales is about helping prospects make decisions…and many of those decisions are not necessarily related to what the salesperson is selling. For instance, suppose a home buyer is feeling uncertain about his job. He may not want to talk about that with the salesperson, or he may not even be thinking about it consciously. But it affects his decision about whether to hire a real estate agent or not.

A traditional salesperson focused only on setting up an opportunity to present won’t find this issue and may go away disappointed and frustrated that he couldn’t convert this lead.

Six Sales Skills for the Consultative Salesperson

There are six consultative sales skills that can be learned in order to master selling without pressure:

1. Asking counseling questions
2. Helping prospects address their own objections
3. Using a decision protocol
4. Embracing the hourglass approach
5. Chaining questions
6. Gaining permission to close

These proven strategies help real estate agents move away from the pushy aggressive approach that often alienates customers. Yet they give salespeople great control, allowing them to be dramatically effective while being respectful and relaxed.

Small Business Consultants Can Help You Grow and Achieve Operational Excellence

Good small business consultants can help business owners and entrepreneurs discover more ways to make profit on a regular basis. A lot of people who seek the help of a small business consultant wind up pleasantly surprised at just how many areas of expertise that consultant actually has.

Outsourcing some of your processes, such as marketing, or getting help coming up with a plan of action to tackle your existing business challenges could make a big difference to the success of your business; and fast, too. Small business consultants can help you go after new business as well as help you to ensure that you can effectively handle a spike in volume. Growth is good but you need to be able to handle that growth and to be able to sustain it as well. Getting help from an expert just makes sense. A consultant has expertise working with many industries and can help you market to expand as well as correct operational deficiencies that could be limiting or potentially dangerous to your reputation and future growth possibilities.

Most business consultants have a wide array of experience and have been entrepreneurs themselves. Their knowledge and experience puts them in a good position to look at businesses with challenges or goals that require direction and action plans and then provide small business owners or entrepreneurs with info that can help them move forward.

Finding New Customers

Most businesses are on the constant lookout for new customers. Why wouldn’t you want to capture more market share than you have today? Your business consultant can help you find customers that don’t know how much value you can add to their lives yet as well as help you position your company’s products or services so that you can take market share from dissatisfied or disloyal customers of your competitors.

Capitalising on Existing Customers

Some businesses have a more loyal customer base than others. But many small businesses who first start out don’t realise the full potential in your first few customers. Not only could they become repeat customers but they could also be case studies that help you demonstrate your capabilities in your industry.

If your business has an existing client base, it makes sense to spend a bit of time marketing to those people. After all, they have already shown that they are confident enough in you to place an initial order. If you have done your job well, subsequent sales should be much easier to achieve and those businesses could prove to be valuable for their testimonials, the business you can begin forecasting for based on trends, and for their word of mouth referral power.

Small business consultants help small businesses capitalise on existing customers while helping them to expand to attract new clients as well. By investing in expertise you can expand quickly and with confidence that you have the infrastructure in place to support new business.

Getting Script Consulting on Your Screenplay and How it Can Help

When you complete a script it it always a good idea to get some form of script consulting to make sure it is proof read and up to scratch. If you send off a script to an agent or producer that has spelling mistakes and the incorrect format then you will almost certainly get rejected, doing this multiple times will just give you a bad name in the industry and make it a whole lot harder. The three main things to look for in script doctoring are; format checking, good testimonials and a reasonable price.

Checking The Format

This is a very important part of having a finished script. If you send out a screenplay that isn’t is the right format then it will almost automatically get rejected, you will have to be very lucky otherwise. If you aren’t sure if you have the right layout then I would recommend learning and re editing your script before you even think about sending it off. Always make sure that whatever script consulting you get that they check every aspect of the format.

Good Testimonials

When you think you have found someone to check your script then always search the internet for previous customer testimonials and reviews on their service. Check online forums and places that wont be biased, this will give you a good indication on the level of service.

What’s The Right Price?

Script consulting prices can heavily vary. If you look for an independent script doctor then it will always be expensive. If you are a beginner then I would recommend doing a screenwriting course, this way you should get free script consulting at the end. This is very often cheaper than an independent script doctor. Overall I would say that if you are experienced then I would get an independent script consultant or if you are a beginner then just enroll in a screenwriting course that provides feedback at the end. There is no right or wrong way to go about script consulting.

The Bonuses of Getting Script Consultants to Read Your Screenplay

Script consultants are very useful if you have a finished draft of a screenplay that you want to send off to agents and producers. Some script consultants offer an individual service and will provide you with a report at the end telling you what you can do to improve. If you are a beginner screenwriter and don’t yet have a script I would recommend taking a screenwriting course. These courses very often provide a free script consultancy service at the end. In this article I will explain exactly what script doctors do and how they can help you develop as a screenwriter.

Why Do I Need Script Consultants?

The reason you need script doctors is so you can develop your script into something that will be classed as “industry standard”. Without script consultants many screenplays that have really great potential could never see the light of day.

Why Can’t I Do It Myself?

You can and you must! When you finish your draft copies then you should always be reading them through making notes on how to improve your screenplay. Script doctors help you because they are a fresh pair of eyes and will read your script as a viewer and not a writer. To get a truly great script you need both.

What Do I Do Afterward?

After you have the feedback from a script you should start the rewrite. Think about everything the script doctor says, whether you agree with it or not. You don’t have to make changes if you don’t want to but do take their advice on board. When you have finished the rewrite you should send your script off to agents and producers.

In conclusion I would say that using script doctors is essential whatever level of screenwriting you are at. If you want a cheap option then signing up to a screenwriting course is probably your best bet, otherwise take some time looking and get a professional script doctor for a more detailed analysis.

How a Screenplay Consultant Could Help Sell Your Script

When you take part in online screenwriting courses a screenplay consultant will be offered at the end to review your script and give you expert feedback. This can sometimes work out to be cheaper than paying an independent script doctor. A script consultant is there to give you advice on how to improve your script and get it sold. If you are thinking about doing a screenwriting course then there are a few things I would make sure that the screenplay consultant provides to make it easier to sell your script. These are; structuring feedback, dialogue feedback, characterisation advice, format checking and marketing advice.

Structuring Feedback

The structure of a screenplay is very important. A good screenplay consultant will always check the structure to make sure it follows the three act technique. If it doesn’t then don’t worry, they should give you an idea of how to make it fit in.

Dialogue Feedback

The dialogue should be straight to the point and not stray off the story. Every piece of speech should set up what’s going to be said afterwards. You will probably find lot’s of notes about shortening scenes so they flow better.

Characterisation Advice

A good screenplay requires both a great plot and engaging characters. A screenplay consultant will give you advice on how to strengthen your characters and make them more alive.

Format Checking

Having the right format for film or television is very important. Some amazing screenplays have been rejected because of poor formatting. If you make mistakes a script doctor will correct them or at least tell you how it’s meant to be done.

Marketing Advice

When everything is finished you will have to market yourself and your screenplay. A screenplay consultant will give you the contacts and give you advice on who you should send your script to. Overall screenplay consultancy could be a very wise investment. After getting your script checked you will then know if you will be in a position to sell it to producers. You will also find it easier to get an agent, they will then get you more work writing scripts.

How to Sell Your Consulting Over the Web – 7 Creative Ways to Breakthrough With Your Consulting

As a consultant, you’re viewed as an expert in your field. Wouldn’t you like to cash in on that expertise and gain more clients? Here are 7 ways to use the web to close more consulting engagements.

1. Research Client Markets Most Likely to Use Your Consulting Services

Millions of companies are available to you over the Internet. Find your target market: those that need and want the consulting services you have to offer.

2. Research and Learn Something About the Prospect’s Business Problems

Every business has problems and issues. Find your prospect’s most pressing business problems and develop solutions. Better yet, help solve your prospect’s customer’s problems.

3. Write Articles Containing Overviews of Possible Solutions to Business Problems

Article marketing works. Use it. Establish yourself as a subject matter expert in your consulting field. Credibility will carry you a long way.

4. Drive Prospects to Your Website – Use Search-engine Friendly Keywords in Your Articles

Research the keywords your prospects use on search engines, to find your services. Use these words in your articles to obtain search engine ‘hits’.

5. Write an E-Book Describing Your Consulting Approach and Philosophies

Write an eight to ten page E-book that appeals to your target market.

6. Offer a Free E-Book to Those Who Visit Your Website

Giving away a downloadable E-book furthers your credibility engaging the law of reciprocity within your prospect.

7. Follow-up With Every Prospect that Contacts You

You’ve done a lot of work to benefit your target market. To close more business, directly contact each prospect receiving your E-book.

Consulting Companies – Announcing 5 Rewarding Steps to Grow Your Consulting Company

This article is for those owners of consulting companies who are looking for ways to grow their business by boosting their sign up rate and by positioning themselves as industry leaders or the best in their chosen niche. The following tips are for you:

1. Check on your competitors. Do your research online and type in the consulting service that you offer (IT consulting, business consulting, strategy consulting, etc.) and access the first 10 sites that come up on the search page results. These are your strongest competitors. Know what strategies they are using and the quality of service that they provide. You can hire third party researchers who can really dig deeper to get as much information as possible. You will need to know everything that these people are doing so you can easily create an action plan to outplay them.

2. Take feedback seriously. If your previous customers got issues with your service, make sure that you do something about it right away. The feedback of your clients are your best allies when identifying your weaknesses so don’t ignore them. Make necessary improvements and adjustments whenever you see fit — your customers will surely appreciate it.

3. Strive to offer 100% satisfaction. This is the best thing that you can do to secure more clients while you retain the old ones. You see, when you make your customers happy, they are most likely to come back. Not only that, they’ll also be happy to spread the word out. As word-of-mouth of advertising is still the best form of marketing, this can surely bring a lot of business on your doorstep. So, strive to give your clients everything that they are looking for and even more to easily impress them.

4. Plan a targeted and aggressive marketing campaign. One of the keys to boost your sign up rate is to promote easy recall among your target market. This can be achieved by simply planning and executing an aggressive and highly targeted marketing campaign. Use as many internet marketing tools as you can and form an effective marketing team that is an expert when it comes to connecting with your target market and in properly building up your offerings.

5. Offer free trial. Most people these days would like to have a guarantee that the consulting company is the right fit before they sign up. Help these people make that decision by giving them a sneak peek on your consulting services. Offer them 1-2 free sessions so they can gauge if you are really the best company that can offer them their learning needs.

Arbonne Internet Consultant – How to Become a 6 Figure Arbonne Internet Consultant

Becoming a 6-figure Arbonne Internet Consultant can be frustrating. Especially when you’re doing everything your upline has told you to do and you’re not seeing any results from it. So, what I’m going to do is share with you some tips on how to become a 6-figure Arbonne Internet Consultant.

That way, you can build your business the easy way.

The tips on succeeding as an Arbonne Internet Consultant are:

1. Know Your Target Audience. The first thing you have to do is know your target market or the people who already wants what you have to offer. This will be people who want to improve their health or their skincare. Not everyone wants your Arbonne products.

When you know your target market, you will be able to sell them products easily. And if you are using the internet, you will have them buying products from your site, emailing you, or calling you.

2. Understand Your Products. The next thing you have to know in order to become a 6-figure Arbonne Internet Consultant is to understand your products. When you are using the internet to grow your business, you may have people who ask you how a product works.

Or they may ask you if you products will help them with a certain problem. If you know and understand your Arbonne products, you will be able to help them. This will help you add dozens of people into your downline.

3. Have A System. Another tip on becoming a successful Arbonne Internet Consultant is to have a system in place. This will help you and your downline succeed. When you have a system, you will be able to attract a lot of people to your business.

These are the tips on how to become a 6-figure Arbonne Internet Consultant. If you are serious about growing your business, you should do something about it now. This is the perfect time for you to grow your downline.

Embrace Your Grant Consultancy’s Success With The Entrepreneur, The Manager and The Technician

I may be considered a little late to the game by some of you, but I am just now reading Michael E. Gerber’s best-selling business book The E Myth – Why Most Small Businesses Don’t Work and What to Do About It. What a goldmine of small business information that, I think, should be required reading for up and coming grant writing consultants.

You see, the reason that I say I’m late to the game is that I should have read this book before I hung out my shingle as a grant consultant – ten years ago. It certainly would have saved me some heartache and failures along the way. I couldn’t help but say “Yes! That was me!” over and over throughout the book as he talks about The Entrepreneur, The Manager and The Technician and the need for all three in a small business. And that’s what you become when you begin your own consultancy – a small business. So wouldn’t it make sense to not only engage your Technician side (the practical in getting grants written) but the Entrepreneur and the Manager sides as well?

Let me explain. When I first began my consulting business, all I concentrated on was writing the best grant application that I possibly could. My business flourished as word of mouth spread about my winning grant record. However, I drove myself crazy with multiple clients, multiple deadlines and the feeling that I was just holding my head above water. I had to even turn away potential clients because I just couldn’t keep up the pace. It wasn’t until later that I realized that I had to be in control of the business – not the business controlling me. I then learned to embrace the other two important sides of my business which included growing my business (entrepreneurship) and management of my small business. I had to be all three: The Entrepreneur, The Manager and The Technician. Once I figured this out my business exploded and I was happy and not so crazed to enjoy it!

Let me share some of Michael’s wisdom with you that I wish someone had shared with me when I was starting out: (I have put my own personal spin on his advice as it relates to grant consulting)

  • Think about the future of your business and not just the here and now. How many clients are ideal for now and one year and even five years from the present? Learn about processes that can take you from one step to the next.
  • Know that one day, to continue to grow, you will need some assistance. Proofreaders, fact checkers and your own sub-contractors are possibilities. Don’t box yourself in. Allow yourself the opportunity for growth.
  • Knowledge is key! Familiarize yourself with trends in your business including, but not limited to, grant writing, small business consulting, traditional marketing and social media marketing.
  • Remember that when your clients are buying your services, it’s not your business’s ability to give them what they want but your ability to give them what they want. Invest in yourself wisely!

If you’re even considering grant consulting as a career, you may be saying “But Betsy, I’m just having a hard enough time even thinking about getting myself started – let alone all these other things you’ve mentioned.” That’s okay because the point is to just start – eventually you’ll begin to notice a subtle difference as your business grows and you’ll now be prepared to embrace that growth.

Do you now feel more ready to begin your own grant consulting business? Download my f.r.e.e. eBook You Can Become a Grant Consultant. In it, you’ll find practical steps to get you started. Remember, with more than 1.8 million nonprofits in the U.S. alone, grant writers are in much higher demand than supply guaranteeing you consistent income if marketed correctly.

Marketing Consultants Bring New Ideas to Old Problems

The purpose of a marketing consultant is to help a company figure out the best ways to promote themselves and their products or services. Many business owners feel that this is a job they can easily accomplish themselves. But a consultant can bring a fresh pair of eyes to bear on the current state of affairs – and offer new ideas to solve old problems.

The Role of a Marketing Consultant

In fact, solving problems is the main focus of a marketing consultant. They are qualified to do so because they have encountered many situations in the business world, and used their creative thinking processes to find a way to make a positive change where it is most needed.

Put quite simply, marketing consultants are paid to think. Although no two consultants think alike, their ability to analyse a situation and come up with creative solutions is the key factor that makes each successful in this line of work.

The thinking process begins with a definition of the problem, continues with a diagnosis of the underlying cause, and then ends with a viable solution, or several. Coming into a company as an outsider helps a consultant get to the real root of the issue. Oftentimes, corporate executives are too close to the problem – or too unwilling to admit that the problem exists.

Thinking of Ideas

It was decades ago that the concept of ideas shaped into an experience curve would change the future of consultancy and that a few good ideas could be worth their weight in gold. This has been very true. Today, more than ever, ideas continue to be the driving force behind steering a business to success. In fact, it is the creative process found in top consulting firms that has made university-level research nearly superfluous.

From the creative ideas proposed by marketing consultants worldwide come the directives and principles they use to guide executives to increased market share, brand awareness, and market penetration. Each individual case is chronicled so that it forms the basis of an informational databank. Whilst the situation at any two companies will never be totally similar, there are successful ideas garnered that can be implemented in a variety of cases.

Marketing itself is a creative endeavour. It is more than advertising, it involves promotion, market placement, market reach, and a host of other variables that can take a company’s profits and push them to the upper limits. Sometimes a solution is as simple as changing the placement of products on the market shelf; other times it takes a completely different mindset to attack a problem in an innovative manner. In either case creativity is key, and this extends to not only finding solutions, but implementing them, as well.

Marketing consultants are experts when it comes to advanced thinking and fresh ideas. In a market where sales have gone stale, their advice and direction can be just what is needed to keep a company from closing its doors.