Consultants have the greatest sales potential

In my opinion, technical professionals and consultants have incredible potential that they don't see themselves.

The reason:

In practice, you still associate 'selling' with being pushy. With manipulation. With anything that goes against your integrity and professionalism. As a result, you abandon sales activities and trust that sales will come your way.

After all, you are good at your job, right?

EXACTLY. And that's exactly why you can become the perfect trusted advisor.

Your in-depth expertise makes you credible to decision-makers. However, you often don't know how to connect that with your client's real needs.

Every day I see brilliant consultants and technicians struggling with questions like:

"How do I sell and remain billable?"

"How do I translate our technical expertise into a valuable proposition?"

"How do I continuously generate leads from my existing network?"

"How do I approach potential customers without coming across as pushy?"

The harder you try to "sell," the less successful you'll be. At least, that's what I've been repeating in my sessions with clients for 25 years.

And now I'm going to say something I might regret later ;-)

After 25 years of experience in enterprise sales and sales leadership, I decided to compile my knowledge and experience into a book. Not abstract models, but proven lessons learned in practice with clients like ABN Amro, Accenture, Microsoft, and Shell.

Specially for technicians and consultants who have the ambition to become a trusted advisor.

My new book therefore has a working title that goes against all sales training: "Stop Selling. And Develop Lasting Customer Relationships!"

And by sharing this here, my entire network can now hold me to this promise. Pen at the ready.