Empower your HR team with the consultative selling model for HR

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[Music] hi folks I'm Larry Miller welcome to my course on consultative selling now first thing I know selling becoming a salesperson approaching a customer makes us anxious made me anxious I'm sure it makes you anxious and you know why because you may be rejected there's a good chance that they'll say nope I don't like you and I don't like what you're selling and get out of here and we feel just terrible we feel miserable right and what we need to do is we need to develop a sales process for ourself that works for us in a way that makes us comfortable not anxious and if we're comfortable we make the customer comfortable and every customer wants to be made comfortable and not anxious and if you're anxious you're making them anxious and it doesn't work and I'll tell you the secret to it right here think of yourself as a servant seller sell in the spirit of service to your potential customers be a problem-solver not somebody trying to get money from them that doesn't work but if you're helping them solve problems and they get that sense that hey this guy's really trying to help me that works and that's consultative selling and I'm gonna teach you how to do that now who's Larry Miller you probably say first of all I had no great advantage I grew up pretty poor not dirt poor but pretty poor graduated 83rd out of a class of 84 in high school true couldn't get into college went through the army came out got went to college you've never heard of the college I went to I have no graduate degree but once I figured it out I became executive vice president of a consulting firm I became president of a consulting firm I built my own consulting firm and for 20 years I was president of a consulting firm and I sold about five million dollars a year in consulting services and I personally earned more than 1 million dollars a year for a good number of years wrote 11 books made a name for myself right and and the key the key was learning how to sell and here's the thing about your own career you know you may be a great engineer great software developer and being a great software developer or engineer your earning potential is let's say here right and it stops there if you can't bring in the business if you can't sell you know who earns three times what a great software engineer can earn somebody who can create revenue bring business into the firm that's who gets promoted to be a partner in the law firm a principal of the consulting firm and if somebody who can sell as an entrepreneur to venture capitalists right you have to be able to sell and it's not about selling product it's about selling ideas and selling yourself that's what you have to be able to sell if you're gonna maximize your earning potential and you can do it in a way that's comfortable for you let's do it it's called consultative selling join me I think you'll have fun doing it it has worked for me and I think it can work for you Thanks