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What holds back many subject-matter experts from actively getting assignments for themselves and their colleagues is the feeling that they’re being pushy. After all, clients dislike being sold to. What they do appreciate is being helped—especially by people they trust and who know their stuff. That’s why it makes perfect sense for professionals to take charge of finding assignments. You get involved earlier, help shape the best solution, and become a more trusted advisor. The result: better-fitting, more rewarding projects, a stronger career, and happier clients. But how do you do that in a way that feels authentic to you? With the approach and tips in this book, you’ll find it easier to win assignments for yourself and your colleagues. And it becomes more enjoyable—and at times, even genuinely fun. Sales for techies and consultants offers clear, hands-on answers to questions such as: • What are the top three ways to increase your chances of getting assignments? • How can you use your network without feeling unnatural? • How do you show you’re good at what you do, without bragging? • How can you get meaningful buying conversations with clients without cold calling? • How do you have these conversations in a way that’s both pleasant and effective? • How do you handle the budget hurdle?

Inhoudsopgave

Content 1 Foundation 15 1.1 Selling as a second discipline: why? 16 1.2 Cold calling? We don’t go there! 20 1.3 Selling Professional vs Professional Seller 22 1.4 Three Obstacles – Dare, Do & Discipline 24 1.5 Dare – the nasty taste of selling 25 1.6 Dare – no is an okay answer 26 1.7 Dare – a matter of trust 31 1.8 Dare – But I don't have a talent for that … 33 1.9 Dare – but will I still be myself? 35 1.10 Dare – overcoming mental blocks 37 1.11 Do – what and how? 42 1.12 Do – Practice makes power 44 1.13 Discipline – important but not urgent 45 1.14 Discipline – make a plan and execute it 50 1.15 3D’s together – Just-Do-It 55 2 Getting in touch 57 2.1 Buying signals: offer help to your clients 58 2.2 Buying signals - advanced 66 2.3 Safety match story: when should I call you? 71 2.4 Networking – what’s in a name? 81 2.5 Networking – but with whom? 91 2.6 Setting up a meeting 95 2.7 Network conversations – from coffee to business 101 2.8 Networking for introverted people 105 2.9 Networking with LinkedIn 106 2.10 The seven-step-stairs 109 2.11 Reconnecting with dormant clients 112 2.12 Account management 113 2.13 Hurray, a tender? 115 2.14 Other ways of getting in touch 116 3 Buying conversation 125 3.1 Pair of hands, expert or partner? 126 3.2 Start at the beginning: preparation 128 3.3 The U-model: a buying conversation tool 129 3.4 Move away from the solution and ask the miracle question 138 3.5 Collecting buying arguments 146 3.6 Zooming in and the Very Good Reason 152 3.7 Obstacles on the road 158 3.8 The solution on a single sheet 161 3.9 Is there a budget? 164 3.10 Who decides behind the scenes? 172 3.11 Using the U-model in online conversations 177 3.12 Using the U-model during intakes 179 4 Proposal 181 4.1 Avoid the swamp of indecision 182 4.2 The proposal in writing 187 4.3 If they want to negotiate 189 5 Work in progress 197 5.1 Start of your project – checklist 198 5.2 Work in progress – checklist 199 5.3 Oops, additional work 200 5.4 Project completion – checklist 206 5.5 Planning a follow-up meeting 207 5.6 Asking for referrals 210 6 Toolbox 217 6.1 Listening 218 6.2 Steering conversations with chunking 223 6.3 SYM – the power of silence 227 6.4 IMI – the multi-tool 229 6.5 Push or pull 234 6.6 Barbed wire language 236 6.7 Naming What Is 240 6.8 Connect before you contract 247 6.9 If you don’t want to do a project yourself 249 6.10 With your colleague to an appointment 253 6.11 Always end with an action for yourself 254 6.12 Dealing with objections: Feel-Felt-Found 255   7 Rather shameless epilogue 257 7.1 Other books on this subject 258 7.2 Dreamfactory books and apps 260 7.3 What’s up with that crocodile? 262 7.4 Why this book? 263 7.5 About the authors 264 7.6 Behind the scenes at Dreamfactory 266 7.7 Thanks, and special thanks to 270 7.8 Cultural differences 271 7.9 Index 274

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