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 How To Control The Sales Call…

And Other HMA Tips From A Veteran Consultant

 

Barry Maher got his first sales job as a kid selling magazine subscriptions door to door. It was a hard gig to have because the subscriptions were hundreds of dollars and this was back in the 60s. Barry learned right away that saying something like, “I’m selling magazines. Would you like to buy some?” was the quickest way to get the door closed in your face. People always said “no.”  

Barry says it’s the same thing when it comes to selling consulting services. You can’t just go around asking people if they need your help. They’ll always say “no.” You’ve got to engage prospects in a conversation then naturally guide them to a close. And you can do that by controlling the sales call. So in this audio with Barry, you’ll hear how to hit all the sales points you want to hit in the order you want to hit them without getting the door closed in your face, even when a prospect tries to derail you.  

You’ll Also Hear…

* Why it’s easier to sell consulting services at a higher fee than it is to cut prices and attract cheapskates

* The fastest known way to use speaking engagements to land clients while also using them as a high-end product in and of themselves

* The pricing structure Barry uses in his practice today and exactly what he says when someone tells him his consulting fees are too high. (Believe it or not, he always agrees with them)

* Barry’s 5-step process for setting up a successful consulting practice: from how to be your own worst prospect to making your skeletons dance for you, this advice could take you from the ground up

* Why Barry says it’s important to “brag about the negative” or weak parts of your practice – and how to do that the right way so it actually works to your advantage

* The word-for-word sales pitch Barry used when he was a kid that worked to sell those expensive magazine subscriptions – and how he adapted that same sales pitch and those same sales strategies to land clients today

Barry says controlling the sales call never involves talking over the customer or ignoring their objections. It involves acknowledging what they’re saying while keeping the conversation on track.

And in this audio, you’ll hear how to do that – and a lot more from an expert consultant who’s been controlling sales calls a long time.

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