Description

Sales Skills for Consultants

Presented by Paul Hutchinson

Just like any other game, you can’t win at sales if you don’t know how the game is played. Paul will give you the insight and understanding it takes to become focused and effective at selling by explaining the rules of the game and exploring specific tactics to refocus and sharpen your skills.

This talk will demonstrate how to create a sales process that supports a successful consulting practice. It will introduce you to the process of selling, the steps involved in selling, starting by explaining the difference between Marketing and Sales. It will discuss and explain sales as a series of steps from the first sales call or introduction to the closing of the sale. Attendees will learn:

The process of selling:

•  Five step model of a sales process
•  Expressed interest
•  Qualifying questions
•  Handling and overcoming obstacles
•  The proposal process
•  Negotiation
•  The closing process
•  Building a referral network

Being successful as a sales person:

• Why listening is a key part of selling
• Prospecting, and lead generation
• Moving from prospecting to selling
• How to create your own sales process and how to improve it over time
• Servicing the account
• Building a robust sales plan and pipeline

Paul R. Hutchinson has over 20 years’ corporate and private experience in consulting to a wide range of industries. He has been a consultant to business owners, new entrepreneurs, non-profits and professional associations including IEEE chapters. Mr. Hutchinson specializes in sales strategy, sales training/coaching and sales process improvement especially relevant for professional services providers. A graduate of the Rochester Institute of Technology in New York, he has served on the Board of Directors of the Middlesex West Chamber of Commerce and as a consultant with his own practice. Over the past five years, Mr. Hutchinson has also provided public and private workshops on sales-related topics, including multiple chapters of the IEEE,  and donates his time as an instructor at the Lowell Small Business Assistance Center. He consistently receives high accolades for his engaging style, active adult learning techniques, and mastery over sales strategies and tactics.

 

PLEASE NOTE: 

The meeting is open to the public. No charge for Consultants Network members or Olin College students/faculty; $5 entrance fee for all others. Casual dress.

The Consultants Network meeting starts at 6:30 PM.  The meeting location is at Olin College, 1000 Olin Way, Needham, MA, in Academic Center 113.

Driving Directions

From the East or West

Take the Massachusetts Turnpike to Exit 15 (Interstate 95/Route 128; if driving from the East; Exit 14 if driving from the West). After the tolls, follow the signs for Route 95/128 South. Exit Route 95/128 South at exit 19B (Highland Avenue, Needham). Follow Highland Avenue for 1.5 miles to a three-way intersection with Chapel and May Streets; bear slight right onto Chapel Street (to the right of the gas station). Take a right at the first light onto Great Plain Avenue/Rte 135. Then follow "From Great Plain Avenue" directions below.

Take Route 95/128 to exit 19B (Highland Avenue, Needham). Follow Highland Avenue for 1.5 miles to a three-way intersection with Chapel and May Streets; bear slight right onto Chapel Street (to the right of the gas station). Take a right at the first light onto Great Plain Avenue/Rte 135. Then follow "From Great Plain Avenue" directions below.

From Great Plain Avenue

Proceed on Great Plain Avenue for 1.5 miles and the Olin College campus will be on the right. Enter the campus at "Olin Way" and follow the road around to the left to parking lot A, which provides access to all campus buildings. The meeting is in the auditorium at "Milas Hall", which is the first building to the right, as you walk up from the main lot. Handicap parking is available.

 

http://maps.google.com/maps?f=q&source=embed&hl=en&geocode=&q=Olin+College+of+Engineering,+Olin+Way,+Needham,+MA&aq=0&sll=37.0625,-95.677068&sspn=53.080379,113.994141&ie=UTF8&hq=Olin+College+of+Engineering,+Olin+Way,+Needham,+MA&t=h&hnear=&ll=42.29058,-71.259127&spn0.

  Olin Way to enter the campus.

Check the Consultants Network website for details and last minute information of our upcoming lectures series for 2012-2013

http://www.boston-consult.com/calendar.php

For more information, e-mail cn.boston@ieee.org or chairman@boston-consult.com; or contact the chairman Steven Greffenius at 781-223-1396. The Consultants Network website is at www.boston-consult.org.