Feb 16, 2021
Landing a new customer outside of a founder’s network is one of the biggest hurdles faced by B2B companies looking to scale.
So in our first Tactical Tuesday episode, we take a look at this problem from a management consultant’s perspective.
Faheem Mossa and I go through
his process for getting high-paying clients. Faheem shares a ton of
insights on what selling is all about, dealing with multiple buyers
in a company, and much more. Don’t miss out on this strategic
episode by tuning in now!
We’ll talk about:
- Faheem’s background and the value of a management consultant’s expertise [02:10]
- Sales is about understanding the problem & empathizing with the prospect [04:24]
- There are multiple buyers within a company with different things they care about [06:13]
- Faheem’s recommended approach for dealing with multiple buyers [09:49]
- You have to speak your customer’s language [13:15]
- Start slightly broad, understand the market, then pick one vertical [14:41]
- Don’t pitch, but talk about the value can give [18:17]
- How to ask for the sale [20:39]
- Don’t pressure the buyer to decide before they’re ready [23:29]
- There’s no point in endlessly following up [26:01]
- Make sure you are top of mind [27:23]
Resource Links:
- Brett Trainor Website (https://bretttrainor.com/)
- Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
About Our Guest:
As a former management consultant, Faheem Moosa knows how to consistently get clients into his pipeline and build a profitable business. Now, he helps business consultants land 2-4 high-paying clients in 90 Days without using advertising or getting referrals.
You can connect with Faheem through his LinkedIn.
If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.
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