Alan Weiss – How to Effectively Sell Your Professional Services

Five hours of video on three DVDs, recorded before a live audience at the Australian Institute of Management Consultants.

In a day of highly interactive, dynamic, entertaining, and career-changing presentation, Alan covers:

– The two decisions that saved his life:”this is a relationship business”and “never charge by time, labour or materials”
– Why we need a support system
– Changing our focus to be more relevant to clients
– Framing as a key skill
– The Cosmic Woo
– Overcoming the consultants lack of self esteem

– Learned optimism
– Creating your own peers, and being seen as a peer of the buyer
– How you develop interest in yourself
– The strategy to transition from avocation to occupation
– Developing your sweet spot
– How to get past gatekeepers
– Developing confidence and resilience
– The need for resolve
– Creating synthesis
– Moving from reaction to anticipation of the need
– Mastering application
– Developing and exerting influence
– Improving perspective and professionalism
– Learning how not to put too much pressure on yourself
– The principles of market gravity
– Attracting clients

The Contents of this 3 DVD Series are as follows:

DVD 1
Chapter 1 Language and Support Systems
Chapter 2 Focus, Framing and the Cosmic Woo
Chapter 3 Market Gravity
Chapter 4 The Accelerant Curve

DVD 2
Chapter 5 The Market Value Bell Curve
Chapter 6 Question Time
Chapter 7 Shared Values
Chapter 8 Ways to Engage
Chapter 9 Growth Stages for Consultants
Chapter 10 Applied Intelligence
Chapter 11 Organizational and Individual Benefits
Chapter 12 Referrals
Chapter 13 Monetization of Ideas
Chapter 14 S Curve Theory

DVD 3
Chapter 15 Value Based Pricing
Chapter 16 Next Steps: Dave Staughton
Chapter 17 Bonus: Alan Weiss at the Conference Dinner

This is Alan at his freewheeling, content-rich best, with stories, examples, demonstrations, and interaction