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How to become a Consultant in your Profession

Copyright ? 2006

There are many techniques in most industries that have

nothing to do with just typically selling products or

services, as we're taught from: a traditional standpoint.

There are countless numbers of books and tapes and seminars

that you can get in involved that teach you how to use

these specific techniques. What I want to cover is the

concept of using and knowing them in ways to become a

consultant or advisor to people, so you're able to make

money in all kinds of markets and situations without being

dependent on just traditional ways of selling.

When markets are tough and competition fierce, business

professionals who do not position themselves as consultants

are going to have a very difficult time of surviving and

prospering in any field. Why?" Well, because people out

there don't really care about your problems. They just want

to buy the most for the least. And they want objective

advice about how to do so.

That's the big key: Objective advice about whatever

products or services you offer. If you stick with what

you've always done, you're going to get what you've always

got. In a touch, competitive marketplace when times are

changing, professionals who change with the good times and

the bad times are the ones who will make money and prosper.

For example: In the heavy equipment business, instead of

offering "equipment", you offer an objective analysis of

the company's business, how they operate, and what they

really need. If you are in the printing business, instead

of selling "printing", you evaluate all of their printed

materials, and prepare a brief report telling them how to

improve their printed materials, and cost savings

recommendations.

Or, if you sell real estate, offer a total market overview

of your entire area to determine the fastest moving price

ranges. Or if you sell appliances, offer a survey asking

what people want the appliance to do, and then a report

telling them their options, the benefits and cost.

If you offer more than just whatever it is you sell, you'll

be positioned as the only person to go to in your

category...because all of your former competitors will

still be just selling whatever it is they sell. You, on the

other hand, will be the only one who actually helps them.

The point is, if you talk to people and position yourself

in a way that they view you as a consultant or advisor,

they will come to you, and you will be able to generate

business on transactions in numbers you never would have

imagined.