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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.
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