Watch: Game Changers for Selling Consulting Services in 2012

Enrollment to Selling Consulting Services 2.0 is currently closed.

However, the program will be offered again in the coming months so be sure to join the early notification list to be amongst the first to know when you'll be able to sign up.

When you join the wait list, you'll also receive access to the 5 Game Changers for Selling Consulting Services in 2012 free report. This new ebook reveals five game changers that you can implement right now to gain an edge over the competition and make 2012 your best sales year yet.

>>Click here to get on the early notification list.

 

The RAIN Selling program is great. For example, I had never used a formal goal planning tool and I did so in DEC/JAN to prepare for 2012. I set a 30% growth goal for my revenue target and thus far I am meeting my growth target (AND in fact slightly exceeding it).

Randy Herrera
Client Partner at a global management consultancy

 

I highly recommend Selling Consulting Service 2.0. The program covers all the important topics I need to improve my results. It provides focus and structure so that my selling feels almost second nature. The program has made my selling more efficient and productive. I just love it.

Mary Drotar
Partner and Co-founder, Strategy 2 Market

Ask about our Group Discount Program: Have a group of 5 or more people in your organization that would benefit from Selling Consulting Services 2.0? Contact us for information on group membership discounts. Email sellingconsultingservices@raingroup.com or give us a call at (508) 405-0438.

We know you didn’t become a consultant so you could spend your days selling. But the world of consulting has changed considerably in recent years. It’s the rare professional who is not required to do business development. Either you’re in a firm that can no longer rely on one or two rainmakers to hunt and provide for everyone else or you’re a solopreneur and if you don’t bring in new business, no one else will. Every one of us must become involved in growing the firm.

But the thought of having to sell makes you anxious, distressed, and uneasy. You love what you do, but not this part.

We’re here to tell you that you’re not alone. You’ve actually got A LOT of company. In conversation after conversation as we work with clients, conduct seminars, and network with colleagues, we hear the same comments from consultants just like you:

• I didn't become a consultant so I could be a salesperson.
• Selling gets in the way of building strong, trusting relationships.
• I'd rather just provide my clients with great value and let word of mouth do the rest.
• I never used to have to do marketing and selling.
• My clients won't respect me if I try to sell more to them.
• I don’t have time to sell.
• Selling conflicts with my values as a professional.
• I wasn't trained to sell. I don't know what I'm doing, and I am afraid I will look foolish. Everyone will see me fail.
• I just don't have it in my genes. I am not one of those used-car sales guys.
• I don't want to sound too "salesy."

 

When the course reopens enrollment, I highly recommend every professional service consultant or practitioner to sign up.

Luke Faccini
The Sponge

The One Secret Every Consultant Needs to Know about Selling

We’re going to let you in on a little secret: As a consultant, you already hold the keys to revenue growth and practice success. The same skills that make you a great consultant are the ones you need to dramatically increase your business – all you need to do is sharpen them and apply them effectively.

Think about it. When you deliver services to your clients you ask questions, you provide expert opinions; you work hard; you’re accessible; you build creative solutions; you deliver what you say you are going to deliver; you develop relationships; you act with your clients’ best interest in mind; you introduce clients to new ideas, helping them see a better way.

That is exactly what you need to do to become successful in sales. It is not about persuading someone to buy something they don’t need. It is about helping clients and prospects find solutions to their needs and about providing value.

In Selling Consulting Services 2.0 we’re going to teach you how to apply these skills so you can start to fill the pipeline with qualified leads and make 2012 your best sales year yet.

The Experts Are Talking About Selling Consulting Services 2.0

 

I have worked for several years with Mike, John and RainToday, so I knew their material would be top notch. The Selling Consulting Services program’s approach is spot on for what consultants and business advisors need to learn to gain trust, build genuine relationships, and sell successfully. Terrific program.

Charles Green
Author of The Trusted Advisor and Trust-Based Selling

 

I've been selling and marketing professional services for over almost 20 years. Over that time there's only been one external program I've ever felt comfortable recommending: Selling Consulting Services with RAIN Selling. With a wealth of video, audio, interviews, presentations and exercises, it covers the full range of skills a consultant needs to excel at business development. Right from generating leads through to closing deals. And because it's online, you can benefit from it without losing precious billable time. In fact I actually signed up for the program myself - and was delighted to find that despite my years of experience there was plenty that I learned from it. I got an email a few weeks ago from a fellow consultant who thanked me for introducing them to the program and said how much they'd benefited from it. Frankly, it's not often people feel compelled to thank you just for making a recommendation and it's testament to the quality of the program that it provokes this kind of response.

Ian Brodie
Managing Director, Rainmaker Academy

 

This program has it all: superb content, a self-paced format, and a community of like-minded practitioners. The program strikes a perfect balance between recorded webcasts, video, and live interaction with the RAIN Group's founders, Mike Schultz and John Doerr. The lesson on mastering sales conversations alone is worth the price of admission. Highly recommended for consultants looking to bring in more business.

Michael McLaughlin
Publisher of Management Consulting News

Start Bringing In a Predictable Flow of Profitable New Clients

You went to school to be a consultant. Your training and experience make you a subject matter expert. You didn’t come up through the marketing and sales ranks. This makes marketing your practice, generating new leads, and winning new clients among the hardest things for consultants to do. You don’t have the tools, resources, and knowledge to be successful in sales and don’t know where to begin. This often leads to spinning your wheels and wasting your time, frustrated because you know that you could be getting much better results.

In Selling Consulting Services 2.0 with RAIN Selling^SM you will quickly and easily learn how to apply the same skills that make you a great consultant to your selling efforts, making sales more comfortable and more successful. The program is composed of tools and strategies that have been field-tested and proven to work for consultants by consultants. We’ll walk you step-by-step through the RAIN Selling^SM process and equip you with the practical how-to information and tools you need to fill the pipeline with qualified opportunities, win more new business, and command higher fees for your consulting services.

In Selling Consulting Services 2.0 with RAIN Selling^SM you’ll discover:

• How to keep the front end of the pipeline full with qualified prospects while maintaining your practice with active clients
• Step-by-step how to lead masterful sales conversations in any situation
• The real deal with objections and how to overcome them (often it’s not what you think)
• Follow-up techniques that turn prospects into clients
• The 4 things to do when clients pressure you for lower fees
• An effective system for setting and tracking your sales goals
• 3 keys to developing a winning value proposition and describing complex services in a non-technical way to get prospects excited about you and your services
• Questioning strategies and techniques that allow you to uncover the full set of needs and provide maximum value
• How to make the business impact of your services clear so you can sell more with less buyer resistance
• The best process for winning a single sales opportunity from start to finish
• Why buyers want to pay more for your services
• Your step-by-step guide to creating proposals that win
• How to bring in a predictable flow of profitable new clients

 

Selling Consulting Services with RAIN Selling has helped me create a strong foundation for my struggling business as we move forward into growth mode. I've done many online training programs over the past 10 years, and this is, by far, the most well thought-out and best presented program I've ever seen.

Ghennipher Weeks
Applied Connectioneering

Here’s What You'll Learn to Help You Get New Business Now

Selling Consulting Services 2.0 with RAIN Selling^SM is an online module-based training program designed to give you every last piece of the puzzle so you can more confidently and successfully sell your consulting services.

Our step-by-step program will put you firmly in charge of your future, giving you a proven, research-based framework you can rely on to grow your practice.

Through our proprietary research, including How Clients Buy Professional Services, Fees and Pricing Benchmark Report: Consulting Industry, and What’s Working in Lead Generation for Professional Services, along with our experience working with thousands of consultants to help them grow their firms, we’ve cracked the code of selling consulting services. We'll share the levers that will allow you to win more deals and command higher fees.

We’ll immerse you in the RAIN Selling^SM process to provide you with the tools you need to succeed. The program is self-paced, meaning that you control the pace with which you complete the training. Some participants follow our pace as we release the lessons (once a week) while others find that they get busy with clients or want to spend more time on a particular topic. We designed the program so you can go at your own pace knowing that the knowledge, tools, and process you need to ramp up your selling are there for you when you’re ready.

It’s a 4-month self-paced program, meaning that you control the pace with which you complete the training. Some participants follow our pace as we release the lessons (1-2 times per week for 4 months) while others find that they get busy with clients or want to spend more time on a particular topic and thus take longer to complete the program.

Here are the 6 core modules that are a part of Selling Consulting Services 2.0 and what you’ll learn in each.

Bonus: RAIN Selling^SM Simulation

For the first time ever we’re offering Selling Consulting Services 2.0 members the opportunity to partake in the RAIN Selling^SM Simulation. This choose-your-own-adventure sales game is a fun and exciting way to test your skills and apply your knowledge in a simulated sales situation.

You walk into a meeting with the purpose of closing a deal you’ve been working on for six months. About 10 minutes in, after the prospect has said they’re a go, he says, “But budget’s going to be a problem. We’ll need to do it for 10% less.”

Millions of dollars are at stake. What do you say?

This is the kind of scenario you’ll face in the two-part RAIN Selling^SM Simulation. You’ll immediately apply your new learning in the simulation to try to win the most sales by using the techniques and tactics in a real-life sales situation like the one above. Plus, you’ll receive immediate feedback on what you could have done to increase your sales success.

You won't find anything like this anywhere else. It's fun, competitive, and most importantly, effective reinforcement of the program's core content. You have to try it for yourself!

 

Selling Consulting Services with RAIN Selling has given me greater confidence and comfort with selling my services. The program structure and tools are logical and practical, and have helped me learn how selling can be a natural extension of who I am and what I have to offer. Additionally, it allows me to go at my own pace, which given an already busy schedule is a huge plus. This program is really enjoyable and valuable.

Jeremy Bromberg
Bromberg LLC

Ask about our Group Discount Program: Have a group of 5 or more people in your organization that would benefit from Selling Consulting Services 2.0? Contact us for information on group membership discounts. Email sellingconsultingservices@raingroup.com or give us a call at (508) 405-0438.

Going Beyond Theoretical:
Your Roadmap to Consultative Sales Success

Every one of these strategies has been tested, refined, and proven to work by consultants just like you. You’ll get practical, implementable strategies that will have a profound impact on your ability to sell. This program stays away from the theoretical “looks good on paper” plans and provides you with a proven process that has worked for thousands of consultants, allowing them to bring in a predictable flow of new business.

Couldn’t I figure this all out on my own?

Sure, you’ve read about various strategies before and maybe even know what you need to be doing, but you just haven’t done it or have had limited success. You could spend years trying one thing after another, spinning your wheels, and making mistakes until you figure out what works. Unfortunately you’ll end up missing out on hundreds of thousands to millions of dollars that you would have had you invested in Selling Consulting Services 2.0 with RAIN Selling^SM, greatly delaying your success.

Or, you could sign up for the program and benefit from learning from the mistakes we’ve seen hundreds of consultants make, our decades of experience, and all of our hard work. We’ll provide you with proven tips and the tools and worksheets you need to translate these ideas into action. And if you’re still stuck, just venture into the forums and our instructors are here to help get you moving.

Why spend years trying to figure it all out on your own when we’re going to hand you the process and tools in this course?

I don’t have time to sell, how will I find the time for this program?

You may be thinking, "I don’t have time to market and sell. How am I going to find the time for this program?" You need to work on client projects and can’t spend all day building a book of business. The truth of the matter is we all have only 24 hours in a day. In that time, some people are building tremendously successful seven-figure practices while others are fretting about not having one themselves… and not doing what they can to make it happen. This program will make you more efficient with the time you have and help you reach your practice growth and career goals.

We built Selling Consulting Services 2.0 with RAIN Selling^SM knowing that as a consultant, you wear many hats and don’t have the luxury of having sales as your only job. We’ll teach you how to spend your precious selling time more effectively and efficiently, utilizing the same skills that make you a great consultant. It's only by investing now that you'll reap the rewards of more and better clients tomorrow.

Or, you could do nothing and continue to get the same results you’ve always gotten:

• You grow to a certain point, and once referrals run dry growth stagnates
• Clients keep pushing back on your fees
• Sales cycles drag on for months… and even years
• Your pipeline never fills to the level you’d like
• You lose clients and prospects to competitors
• You remain in the same position in your career indefinitely
  
• You struggle to establish and maintain differentiation from the thousands of other consultants
• You suffer from the revenue rollercoaster, always wondering where the next client will come from and when
• You stand by and watch while your competitors land the clients you want, charge premium fees, attract the best talent, and grow faster than you

If you don’t do it now, you’ll never find the time – there’s always an excuse not to sell.

 

The RAIN Selling online training program had a direct positive impact on my business. I was able to turn a prospect that was in my pipeline for the past few years into a significant client. The framework provided by the program really made a difference, especially during the proposal development process. For me, one of the most valuable parts of the program was asking questions about my particular situation in the community forums. The answers provided by John and Mike were spot-on and helped me apply the lessons to my specific business challenges. I highly recommend this program to anyone looking to improve their sales approach, conversations, and results.

Perry Parendo
President, Perry's Solutions LLC

Why Listen to Us?

The instructors of Selling Consulting Services 2.0 with RAIN SellingSM have helped thousands of consultants sell more and command higher fees for their services. We are the authors of The Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation and Professional Services Marketing, a book that outlines how to grow a consulting business. We are also leaders of RainToday.com, voted Top Sales Resource in the world for 2010 & 2011, and dedicated to helping consultants sell and market their services, and RAIN Group, a sales performance improvement company. We'll share the insights gained through proprietary research we’ve conducted, including How Clients Buy, Fees and Pricing Benchmark Report: Consulting Industry, What’s Working in Professional Services Lead Generation, and Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline. We’ve also grown our own consulting business from zero to a multi-million-dollar firm in just a few years and have been named to Inc. Magazine’s list of the fastest growing companies in America.

Mike Schultz, Co-President of RAIN Group, is a world-renowned expert in selling consulting services. He sold his first mid-six-figure deal at age 22, grew a practice of a major consulting firm 800%, and has grown his own consulting firm into a multi-million-dollar company. Mike is also the Publisher of RainToday.com, voted Top Sales Resource in the world for 2010 and 2011 and the largest publication that exists for marketing and selling consulting services with over 120,000 subscribers. He's on the faculty in the Marketing Division at Babson College, and is the author of hundreds of articles, white papers, and other publications focused on selling and marketing services, including the groundbreaking book Professional Services Marketing (Wiley, 2009) and The Wall Street Journal bestseller Rainmaking Conversations (Wiley, 2011) with co-author John Doerr. John Doerr, Co-President of RAIN Group and co-author of the books Professional Services Marketing and Rainmaking Conversations, has spent 30 years leading the revenue growth of consulting and professional service organizations. As Senior Vice President of Sales at the American Management Association, John was responsible for hundreds of millions of dollars of revenue. John has taught thousands of consultants and professionals how to sell consulting services with RAIN SellingSM both through open-enrollment programs and in-house. John’s clients include Monitor Group, DHL Consulting, 3COM, PRTM, Point B, BDO, Harvard Business School, London Business School, Navigant Consulting, The Saint Consulting Group, Stroud Consulting, and many others. Mike and John were also named as the Top Sales Thought Leaders in the world for 2011 by Top Sales Awards.

 

Program Leaders John Doerr and Mike Schultz helped grow my company’s sales at a double digit pace in past years, so I’ve recommended the RAIN Selling methodology to many of my fellow consulting leaders and continue to do so today. After building out an impressive suite of interactive content with RAIN Selling and successfully putting hundreds of consultants and professionals through the program in 2011, I can confidently say it’s the best, most efficient way to improve sales skills and grow revenue in 2012.

Mike Cooch
Founder and CEO, Kutenda

What Do I Get?

• Over 25 Training Lessons: This is an online self-paced learning program. New lessons are released each week over the course of 4 months until you complete the 6 core modules. Lessons are designed to not only give you the core concepts of the topic, but to also provide you with the specific how-to information you need to go from understanding to action. Lessons are delivered in text, video, and MP3 audio for your convenience and learning preference.
• Worksheets, Tools, Checklists, Case Studies, and Homework Assignments: Yes, we know professionals like homework about as much as 10-year-olds do, but building your practice requires some hard work on your end. You can’t learn to ride a bike by reading a manual. You also can’t learn to sell by reading about selling. You must do it. Following each lesson, assignments will be available for you to download and complete to help you immediately apply the learnings to your sales practices.
• Monthly Q&A Coaching Calls with Instructors: One of the cornerstones of this program includes regular Q&A Coaching Calls to work through issues and problems as they arise. We’ll dig into issues you face in selling your consulting services and provide specific feedback and suggestions for your situation.
• Stories, Examples, and Role-Plays: Each module includes stories, examples, and role-plays, where you’ll hear real-world successes and failures in selling consulting services. This allows you to see how these techniques work in real prospect situations.
• Online Community of Like-Minded Consultants: You’re not going through this alone. Most consultants face the same challenges you do when selling their consulting services. Within the Selling Consulting Services forums, we've built a community of learning where you can network with other members, share challenges and successes, and learn from your peers.
• Expert Discussion Forums: The course instructors are active participants in the forums and will provide direct feedback on your value proposition, your sales conversations, your proposals, and whatever specific challenges you face selling your services.

Bonuses

Plus, we’ve got some amazing bonuses lined up for you, including:

• RAIN Selling^SM Simulation Game: Put your knowledge and sales skills to the test in this two-part choose-your-own-adventure-style sales game. It's a fun, competitive way for you to put the program’s techniques and tactics to use. At the end of each round, you’ll receive feedback on what you could have done to earn more sales.

• RAIN Selling^SM Email Tips: The problem with most training programs is that they follow a “car-wash” mentality. You’re in, you’re out, and the expectation is: you’re ready to sell. But, this is not how real learning (or successful selling) happens.

  Learning and change happen overtime. You’ll receive our robust email reinforcement program which will help you retain the core RAIN Selling^SM concepts so they become second nature. These short email messages are packed full of practical advice, quick tips, and guidelines to help you become a top performer. You'll also receive scenario emails that will put your new knowledge to the test, such as this one:

  

• Bonus Webinars: In our library of bonus webinars, we dig deep into specific topics, such as:
  - Questions that Make the Sale
  - How to Craft a Value Proposition that Sells Like Crazy
  - Prospecting 101: Keys to Filling the Pipeline with Qualified Leads
  - How to Turn Cold Prospects into New Clients
• How Clients Buy Professional Services: Understanding how buyers buy is essential to your selling success. In this benchmark report, you’ll learn how buyers initially find, evaluate, and eventually choose one service provider over the other ($345.00 value).

 

Since taking Selling Consulting Services, I've landed my biggest contract with a repeat client, and the material in the course helped. I definitely recommend this program to anyone looking to become a better seller with better results.

Gerry M. Preville
CFO, Laurentian Consulting Group, LLC

Ask about our Group Discount Program: Have a group of 5 or more people in your organization that would benefit from Selling Consulting Services 2.0? Contact us for information on group membership discounts. Email sellingconsultingservices@raingroup.com or give us a call at (508) 405-0438.

Check Out What Our Members Are Saying About SCS 2.0

 

When I first started my consulting business I had a few legacy clients and thought that my network would produce enough business for me to support myself. This worked for the first two years and then I realized I had tapped that well dry. The RAIN Selling program came at a perfect time for me. It’s taught me how to start new relationships with 'cold' prospects and how to foster those relationships into new business. I’ve been able to double my revenue and I even had to hire two more consultants to help.

Eugene
Company Owner and Selling Consulting Services Member

 

The Selling Consulting Services online training program has helped me to solidify a successful process for prospecting, lead generation, and selling my services. Using the forums with peer and leader participation, filling out the PDF templates and handouts, and listening to the monthly Q&A calls with the leaders, this program truly employs a multi-faceted, effective approach to sales training.

A Former Selling Consulting Services Member
President at a Communications Consulting Firm

 

I've tried several sales training programs and I’ve read the leading books and I can confidently say that the RAIN Selling program is the most valuable, highest quality resource out there. RAIN Selling jumpstarted my business development effectiveness by helping me identify how I provide value and how to align that value with the specific needs of my clients. The program just made everything click for me. The content is well-written, well-organized, and without a doubt worth every penny. And it’s easy to go through the lessons at my own pace in whatever format I want. I give the RAIN Selling methodology my full endorsement.

Andy Schneit
Consultant and Selling Consulting Services Member

 

I’ve been practicing in the sales training industry for several decades, and I am pleased to have discovered a missing link in the form of your online Selling Consulting Services program. Not only are the lessons well-crafted, but the continuing support from top-level professionals is crucial to make the learning “stick” and immediately applicable to each learner’s situation.

Mike May
Winning Concepts

 

I was very impressed by the breadth and quality of the course material. The spirited webinars and Q&A sessions provide great added value. I have referred Selling Consulting Service with RAIN Selling to several people and will continue to do so.

Maureen Costello
President, Image Launch LLC

Still not sure if the program's for you? Test drive SCS 2.0 for 30 days and see how it feels.

We think you’re going to find that the information is solid, the worksheets show you how to apply what you've learned, the community is a huge source of support, the coaching calls to be exactly what you need to get to the next level, and that the experience isn’t just worth the modest cost, but it’s also worth your time and attention.

If you don’t agree, let us know within the first 30 days of your membership and we'll provide you a full refund, no questions asked.

If you decide that the program's no longer working for you, you can cancel at any time and you won't be charged again. But we don't expect that to happen. In fact, most of our members stay on longer than the 4 months it takes to complete the program. If, once the core 6 modules of the program are complete, you decide you want continued access to the networking opportunities in the forums, the ongoing teleseminars each month, and the advanced and bonus material that we will be adding regularly, you’re welcome to continue to subscribe as long as you'd like. It's our goal to make sure there's always valuable new material for you to enjoy.

Still not sure if the program's for you? Test drive SCS 2.0 for 30 days and see how it feels.

We think you’re going to find that the information is solid, the worksheets show you how to apply what you've learned, the community is a huge source of support, and that the experience isn’t just worth the modest cost, but it’s also worth your time and attention.

If you don’t agree, let us know within the first 30 days of your membership. We’ll be happy to refund your first month’s tuition. And, if at some point after that you decide it’s no longer working for you, you can cancel at any time and you won’t be charged again.

If, once the core 6 modules of the program are complete, you decide you want continued access to the networking opportunities in the forums, the ongoing teleseminars each month, and the advanced and bonus material that we will be adding regularly, you’re welcome to continue to subscribe as long as you'd like. It's our goal to make sure there's always valuable new material for you to enjoy.

>>> Click here to get on the Selling Consulting Services 2.0 waitlist.

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