Consultant

Likes

Rates, value, flexibility

Dislikes

Commodity, fixed price

Recommended sales approaches

• The AIDA Attention, Interest, Desire, Action.
• The Analogy It's like X for Y.
• The Bump Add one more item at close.
• The Consultative Ask discovery questions first; position your solution as the answer to their stated needs.
• The Demo Day Live or recorded demo.
• The Flash Sale Short window; big discount.
• The Last Piece The last piece of the puzzle.
• The Lifecycle Different offer per lifecycle stage.
• The Local Local business or sourcing.
• The Mission Lead with mission; buy-in to cause.
• The Needs-Based Uncover pain points, then present your offer as the solution.
• The Observation Comment on something you notice about them.
• The Press As seen in / featured in.
• The Questioning Ask more questions; let them convince themselves.
• The Reverse Ask them to sell you on why they'd say no.
• The Standalone No dependencies; works alone.
• The Standard This is the standard; everyone uses it.
• The Storytelling Tell a relatable story that leads to your product as the solution.
• The Try Before Free trial or demo to reduce risk.
• The Unboxing Make unboxing an experience.
• The Win-Back Special offer for lapsed customers.