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Selling Consulting Services 2.0 is currently open for enrollment.

Watch: Game Changers for Selling Consulting Services in 2012

2012 is the time to take control of your selling results. Enroll now and you'll immediately have access to the first two lessons, recordings of past monthly Q&A Coaching Calls, the expert Community Forums, and as an added bonus, a free copy of the How Clients Buy Professional Services Benchmark Report (a $345.00 value).

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.

What's New in SCS 2.0?
(click links for images)

Take your selling to the next level in 2012 with SCS 2.0. We've taken the core content of the wildly successful online sales training program, Selling Consulting Services, and added:

• 12 New Lessons and Bonus Content: We've added advanced selling topics such as what it takes to become a rainmaker, uncovering the impact of your solution, how to sell to the 8 different buyer personas, how to qualify leads, goals and action planning, and so much more.
• The RAIN Selling Simulation: Put your knowledge and sales skills to the test in this 2-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 Email Reinforcement Program: Learning and change happen over time. You’ll receive our robust email reinforcement program which will help you retain the core RAIN Selling 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.
• New Site Design: Optimized for usability and featuring integrated discussion forums at the bottom of each lesson page.
• 6-Minute Goal Planning Tool: Provides a framework for reviewing and updating your personal and professional goals on a daily basis. Use this tool to track your Big-Picture Goal, 3-Year Goals, Annual Goals, 90-Day Priorities, Monthly Sales Targets, and then your Actual results. This robust tool helps you get on track and stay on track.
• RAIN Selling Sales Opportunity Planning Tool: Helps you plan to win a single sales opportunity from start to finish. It also helps you plan for every sales conversation. Using the tool will help you be both more rigorous and efficient when planning your next sales call.
• And lots of great bonus content released throughout your membership

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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."

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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.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

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The Experts Are Talking About Selling Consulting Services 2.0

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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 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 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 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

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

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

Selling Consulting Services 2.0 with RAIN Selling 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 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.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

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, 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 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 a good excuse not to sell.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

Why Listen to Us?

The instructors of Selling Consulting Services 2.0 with RAIN Selling 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.

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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 Selling 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.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

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.
• RAIN Selling Simulation Game: Put your knowledge and sales skills to the test in this 2-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 Email Reinforcement Program: Learning and change happen overtime. You’ll receive our robust email reinforcement program which will help you retain the core RAIN Selling 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.
• 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.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

What's it Cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply aren’t applicable and don’t work for selling consulting services. You’re not a full-time salesperson; you’ve got clients to manage and other commitments within your firm. And the time you spend out of the office at the training is time you’re not billing.

Not only are we going to give you implementable strategies that work specifically for selling consulting services, we’re doing at incredible price of $197 per month. Never before have we made such an offer for individuals outside of our corporate clients. So pick the level that works for you and get started today:

With SCS 2.0, there's no airfare, no hotel, no car rentals. You’ll be able to take this training at your own pace in the comfort of your home or office. Each week you’ll get a new lesson that covers the how-to information you need to sell more along with exercises that help you start applying the learning immediately to your sales conversations.

When you sign up you’ll gain immediate access to the first lesson, the bonus lesson Becoming a Rainmaker, Q&A coaching calls, the member forums, and the How Clients Buy Professional Services Benchmark Report ($345.00 value). These resources alone will jumpstart your selling efforts.

Your SCS 2.0 membership includes 27 online lessons with full access to download each lesson so you can read or listen in your car, on the plane, while working out, on your iPhone, Kindle, or whatever’s convenient for you. You'll be able to access to all monthly Q&A Coaching Calls and recordings with the program instructors where you can ask your questions and get direct feedback. You'll receive access to the 2-part RAIN Selling Simulation Game where you can put your knowledge to the test. To help reinforce everything you learn in the program, we'll enroll you in our RAIN Selling Email Reinforcement Program. Learn from your peers, connect with other consultants, get feedback, and share your sales experiences in our expert Community Forums. As an added bonus, you'll get a free copy of the How Clients Buy Professional Services Benchmark Report ($345.00 value), immediately accessible when you sign up. Plus, you'll get access to all the tools, worksheets, templates, case studies, and exercises that go with the curriculum.

We’re offering SCS 2.0 at an amazing price of just $197 a month. For this low monthly price, you can access the program for as long as your membership remains uninterrupted. Even as we increase the price in the future, you’ll have access to all the valuable material at this monthly fee.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

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

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.

Enrollment to SCS 2.0 is open for a very limited time so enroll today to reserve your spot.

Fantastic course. I was thinking it was going to be a theoretical course with a lot of talk and not a lot of practicality. But in reality it turned out to be something that I can operationalize tomorrow. Joe Rodriguez, Vice President, Danaher

P.S. Special Bonuses: When you join the program, you will receive a copy of How Clients Buy Professional Services Benchmark Report ($345.00 value) absolutely free, as well as access to 14 months of Q&A coaching calls, and 4 exclusive members-only webinars: Prospecting 101, How to Craft a Value Proposition, How to Turn Cold Prospects into New Clients, and Using Questions to Make the Sale.

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

>>> Click here to enroll in Selling Consulting Services 2.0

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