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.

NOTE: This product if available globally except in Australia and New Zealand, where it must be obtained through the IMC: imc@imc.org.au http://www.imc.org.au

How To Effectively Sell Your Professional Services

3 DVD Set
$295.00