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The Sales & Negotiation Kit for Consultants

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Enrolled: 1 student
Lectures: 22

Insider secrets! Scripts! Success stories! Proven strategies for success.​

​We get it. Selling yourself can be downright scary. It doesn’t have to be. Without a sales kit, you’ll walk into every conversation with the tools and confidence you need to get what you want.

Sales & Negotiation

What you ll learn

We get it. Selling yourself can be downright scary. It doesn’t have to be. Without a sales kit, you’ll walk into every conversation with the tools and confidence you need to get what you want.

  • Set some goals​
  • Set your rates ​
  • Ditch the 4 Biggest barriers to success ​
  • Define your ideal client ​
  • Find your ideal client ​
  • Find your channel partners ​
  • Rally your troops!​
  • The simple selling story ​
  • Ask good questions: Find out what they want & need ​
  • Qualify the need: Will they buy? ABNUC Test​
  • Rank your prospects​
  • Keep them warm! (Consistent contact is the key)​
  • Create a compelling offer ​
  • Negotiate for what you’re worth ​
  • Close the deal ​
  • Get it in writing ​
  • Celebrate!

The 4 Biggest barriers

I gotta tell you: it’s TOUGH to face an empty pipeline and figure out what is wrong. It will be tempting to point to your competitors, your industry, the stock market, and the weather. I know I’ve done that! The thing is, focusing on those external factors won’t help you much. Aside from needing to know what your competitors are doing so that you can be competitive, the rest of those things are totally out of your control. You cannot change what’s happening around you, but you CAN change what’s happening on your side of the desk. The biggest barriers to your success are all self-imposed.

Set some goals

You can start small (side gigs). You can start easy (get your first gig through a staffing or consulting firm). Or, you can start big (launch your own firm right now). No matter which path you choose to take, you will need to sell yourself and your services … consistently. The best protection you can give yourself against inconsistent revenue is to set some goals and march to those goals.

Pricing What drives fair market value

What you need to know:

  • Dirty little secret: Consultant pay rates are all over the board!
  • Guess what: your rates will vary, too!
  • “Fair market value” is subjective

How to calculate hourly versus salary
W2 versus 1099
Anticipate expenses

I strongly recommend you keep your expenses down in the beginning (no, you don’t need a fancy office as a consultant!) That’s one of the beautiful things about consulting: start-up costs are usually very low. Here are the most common business expenses consultants have … and if you incorporate, you will be able to deduct some or all of these business expenses from your taxes.

Set your rates in 5 simple steps

“Money isn't the most important thing in life, but it's reasonably close to oxygen on the ‘gotta have it’ scale.” - Zig Ziglar

Define your ideal client isolate target

Isolate your target & find your perfect peeps! Pssst! You can’t help everyone!


How to find your clients

Great places to look online:

  • LinkedIn
  • LinkedIn Groups
  • Facebook
  • Twitter
  • Pinterest
  • Forums
  • Blogs they write
  • Blogs they read
  • Start your own group!

Find channel partners

Consulting opportunities can come from anywhere, but you will soon discover that there are a handful of channel/referral partners that bring you most of your business. Good channel partners work in the same space, sell to the same clients but offer different services. When it works well, and you can develop a strong two-way relationship it can be magic. You and your referral partners can …

Rally your troops

The truth is, you already have an army of great referrals partners. They know you. They like you. And, they would love to help you become a super successful consultant. However, they need your help understanding what kind of business you are in, how they can help, and what kind of introductions you would like.

The simple selling story

The easy way to talk about what you do. Try asking a good question before you “pitch” anything! Good questions can be a GREAT question to engage and understand your audience before you tell them what you do.

Ask good questions

Find out what they want & need.

Top 4 tips for your discovery phase:

  • Don’t sell. Listen!
  • Never assume they need you (sometimes, they won’t!)
  • Hint: Be curious. Your job is to uncover as much as you can about their pain, their options, and your competition (which could be your competitor, an internal solution, or even managers fighting over one bucket of money to name a few).
  • Negotiations begin in the first conversation!

Qualify the need with ABNUC

Sheesh, did I learn this lesson the hard way! The truth is, you are going to meet a lot of potential clients who either don’t have the authority, money, or desire to hire you … but they will be happy to waste your time and pick your brain for free advice (or good conversation). In the beginning, it will take you a little while to learn how to ask the right qualifying questions. Until then, it can be exceedingly helpful to force yourself to rate an opportunity every time you leave a conversation.

Rank your prospects

Once you’ve taken the “ABNUC test” you’re ready to rank your prospects. You see, just because they want to buy doesn’t mean they will. It’s critical to stay in touch with your clients while they mull over the decision. If you rank your opportunities it will be crystal clear where to spend your precious time and energy. Again, lots of people are going to like you … and they might even waste your time if you let them.

Rank your prospects as A, B, and C contacts. A are real prospects with money, a need, and an urgent need/desire to hire you. B prospects are not ready yet but might be in the future (you need to stay in touch with them). C clients are either never going to buy from you, or not worth the pain (one day, you will fire your first bad client!)

Keep them warm

The secret to becoming a highly-paid, high-demand consultant is this: be the first one people think about when they have a need. No matter how much someone likes you, if they have not heard from you in a few months (or seen you publish something on LinkedIn, for instance), then they will not think of you when they have a need.

If the idea of sales and marketing still scares you, think about it as I do: you are staying connected to people you like, enjoy and can help one day. That simple mindset shift made it so much easier for me to reach out to people on a daily basis … and keep my sales and marketing engine going. I hope it does the same for you!

“There are no traffic jams on the extra mile.” – Zig Ziglar


Create a compelling offer

Satisfy & solve their problem!

How can you solve their problems? 

How to frame your compelling offer

Negotiate for what you’re worth

“The goal of negotiation is not to get a deal. It is to get a good deal.” – Margaret Neale

Top tips:

  •  Treat it like a conversation, not a battle.
  • Focus on finding the win/win for both sides (real or perceived)
  • Most clients like to negotiate, and they like to feel like they got a good deal.
  • If you don’t ask, you won’t get it!

Close the deal

Close the deal:

Turn your tire-kickers into paying customers. Here’s how:

  • SUMMARIZE what you heard + confirm you got it right
  • RECOMMEND your solution
  • GET AGREEMENT and discuss next steps

Get it in writing

I don’t want to freak you out, but here’s the reality: it ain’t a deal unless you have it in writing. Furthermore, if you do not have it in writing, you won’t have a leg to stand on when you’re facing …

  1. Scope creep (they are asking you to take on duties and deliverables that are beyond the scope of the original agreement).
  2. Change in expectations (it happens!)
  3. Change in leadership (with new expectations)
  4. Missed deadlines
  5. Late payments
  6. No payments
  7. Lots of other things that can crop up


I bet you thought I would tell you to celebrate every win. Well, I’m going to … but not just the big wins (closing a deal). I learned early on in sales that you have to celebrate the smaller steps that get you there. There will be scary phone calls, intimidating meetings, and moments you get a “no, not right now” … but you stand right back up again. Celebrate! Now, I’m not suggesting a big night out every time you send an email. Not all all. What I am suggesting is that you stop to recognize the tough stuff. if you can recognize your efforts along the way, you’ll keep your momentum up to make the big wins!

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The Sales & Negotiation Kit for Consultants
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