Sell Smart: Sell Successfully!
How to Build a Professional Service Business….Naturally!
Jim Horan, Author of The One Page Business Plan® books
Concurrent Session: SU 13, Sunday, 3:15-4:45PM
With the extended recession, the trend towards self-employment for professionals, managers and executives remains strong. The US Bureau of Labor Statistics reports there are approximately 500,000 management consultants in the U.S. and the profession is growing at the rate of over 20% annually. What they did not report was that 499,999 of those management consultants would rather go have root canals than make a sales call. Sales and marketing is a dreaded nuisance for most consultants.
If you hate sales and marketing…this session is for you!
Jim Horan, President/Founder of The One Page Business Plan Company and author of the million-dollar best-selling The One Page Business Plan® book series will share how he built his business and financial consulting practice into a successful global company using non-stressful sales and marketing techniques.
In this session you will learn simple, highly effective selling processes that will help you Sell Smart, and Sell Successfully every time! Topics include:
- How to ask provocative discovery questions to determine what is the “real” reason prospective clients are looking for external assistance.
- How to create “prepackaged, bundled service offerings” that reflect your extensive knowledge and expertise, making it easy for prospects to say YES to you.
- Learn how to move to value-based offerings and help you move your sales to six figures and beyond – without feeling like a used car salesman.
- Learn how to minimize “sticker shock” with “initial trial” engagements.
About the Speaker:
Jim Horan is an experienced Fortune 500 executive, small business expert, advisor to non-profits, consultant, author/publisher and speaker. He is President/CEO of The One Page Business Plan Company (www.onepagebusinessplan.com), a recognized leader with its innovative planning and performance management products, software and consulting services. For over 19 years, his company has helped over 250,000 entrepreneurs, business owners and executives start, grow and expand their businesses using the power and simplicity of The One Page Business Plan®. His company has helped over 10,000 non-profits create clear, concise, actionable plans which enable them to deliver their mission and keep their promise. The One Page Business Plan for the Creative Entrepreneur book, published in 1997, quickly became, and remains today an Amazon.com best-seller. Other books include: The One Page Business Plan for the Professional Consultant; The One Page Business Plan for Non-Profit Organizations; The One Page Business Plan for the Financial Service Professional; The One Page Business Plan for Women in Business; and The One Page Business Plan for the Busy Executive. The company market, sells, and delivers its products, training, and consulting services through its 500+ senior consultants.
Website: www.onepagebusinessplan.com
