“Which are the best books on selling consultancy?” she asked.
“There are lots out there.” I replied.
“I know. I looked.”
“What do you want a book for?”
“I want more clients.”
“You can learn that from books?”
“Well perhaps, if they’re good.”
“And sometimes you learn in other ways too.”
“Yes, courses and being coached.”
“What’s different for you? Learning from books, courses and coaching.”
“Books give me knowledge. Courses are more practical. Coaching helps me work on things in context.”
“Selling is practical. It takes practice.”
“Oh, I see. You think I should go on a course.”
“No. I’m just listening before I answer your question.”
“Well which is the best training course?”
“There are lots out there.”
… (the mentoring continued.)
What do you do when your clients expect you to “be directive”?
It’s sometimes easier to compress your knowledge into a quick fix. In doing that you may be answering the wrong question, proposing a solution to the wrong problem, and delivering lower value.
When pushed to answer the question. “Which are the best books on selling consultancy?” This is what I say:
There are three books I’ve found helpful. They’ll give you the knowledge you need. Just remember your context for that knowledge is unique, that’s where support can be useful. The books to read are:
“Let’s Get Real, Or Let’s Not Play.” by Mahan Khalsa
“Marketing Your Services” by Anthony O. Putnam
“The Irresistible Consultant’s Guide to Winning Clients” by David A Fields
That’s me being directive. Let me know how you get on.