Selling Consulting - Asking the Right Questions
(Online or In Person)
Facilitator: Bob Lurz
Picture yourself finally meeting with a qualified decision-maker prospect. How do you close the sale and get their business? Our 3-person panel of selling-savvy consultants share their expertise and experience to help you understand the Consulting Selling Process. They discuss the right questions to ask and when to ask them. They reveal real-life methods they use to close a sale. Regardless of your consulting specialty, industry, or niche, you will leave with something that can raise the effectiveness of your current sales process.
Key Takeaways:
- Preparing for the sales call.
- Tipping Points for Qualifying or Disqualifying an Opportunity.
- Closing the Sale, Getting Paid, Avoiding Back Outs, and Preparing for Scope Change.
Proudly sponsored by Sales Club USA
Note: Images from this event may be used for promotional purposes.
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Through his “Consultants Accelerator”, Bob Lurz helps entrepreneurs start and build successful consulting businesses. With his guidance, they overcome “startup inertia” and acquire clients faster than going it alone. He mentors, coaches, and advises them as they:
- Define their Service and Clients (Basis for their Business).
- Discover how they can fulfill client needs (Match Service to Client Situations).
- Reach their potential clients and agree to provide their services (Market & Sell).
Bob is a past-president of Rochester Professional Consultants Network, and serves as Alliance Chair. He founded the monthly RPCN Business Forum in 1994 and continues to facilitate these Peer-to-Peer Mutual Support and Learning sessions. He’s been called a “Black Belt Facilitator”. Bob enjoys writing, and has had numerous Business and Consulting articles published in the Rochester Democrat & Chronicle, Eastman Business Park Blog, and RPCN Newsletter.
As a trusted advisor, Bob’s clients and associates have named him the “Consultant’s Consultant”. He likes to say that he “Grows the economy, one consultant at a time”.
Tom Fecteau, The Sales Locksmith, resides in Syracuse, NY, but his story began in Rochester, where he developed a deep-rooted passion for the city. Having acquired skills in multiple professions and industries, including over 30 years in sales, business development, and entrepreneurship, Tom has become a trusted resource for businesses seeking to enhance their individual sales performance or the performance of their sales teams. His neurodivergent journey with ADHD led him to discover the keys that can unlock higher sales performance for previously average performers through training and coaching.
Denise Horan: I help organizations grow revenues, find new marketing opportunities, and develop strong leaders through consulting and training. I focus on sales, business development, revenue growth, and productivity. I authored the book “Stories from the Sales Field” (Navigating a Sales Career in a Post-Pandemic World). I founded and lead “Sales Club USA” to help sales professionals learn, collaborate, and promote career development.
Michael Roach: My experience with the creative process and visual communications has allowed me to work on numerous creative projects, as well as internationally awarded film documentaries. With a background in design, marketing, technology, publishing, and entertainment, I offer a targeted combination of skills to elevate your organization from good to great.
This meeting is open to the public.
COST: $10 for nonmembers
Contact us at helpdesk@rochesterconsultants.org if you experience any trouble registering for this event.
SPECIAL NOTE: This will be a hybrid event where you can attend in-person or via Zoom. This event is is also available in-person at 2800 Dewey Ave, Rochester, NY 14616. Attending in-person is highly encouraged.
After the meeting ends, open networking (with private breakout rooms for those on Zoom) will continue until 10:00 a.m. ET for the attendees.
After you register, you will be sent two (2) emails, one from RPCN and one from Zoom. NOTE: The email from RPCN will be sent almost immediately but the ZOOM email may be delayed by a few minutes. Be patient while waiting for it. Click the link in the Zoom email to join this event.
Spotlight your business! Register as a meeting sponsor. For details on sponsoring, click HERE.
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