Selling Consulting Services Effectively Download the full document at: www.gazhoo.com

The ORDER model of business development is the heart of XYZ’s new approach to selling and building client relationships. Inquiry Advocacy Proceed? No Yes O R D The Opportunity The Resources The Decision Process E R The Exact Solution The Relationship Offer Gracefully to Exit Source: Let’s Get Real or Let’s Not Play Download the full document at: www.gazhoo.com

The model emphasizes inquiry to ensure thorough understanding of the client’s needs. Timing People Money Steps Decision When Who How Proposal vs. presentation Price Decisions Client at rest Opportunity Resources Decision Process Exact Solution Relationship Inquiry Advocacy Solution/client issues Problem/result Impact of issues Context and constraints Download the full document at: www.gazhoo.com

Timing

People

Money

Steps

Decision

When

Who

How

Proposal vs. presentation

Price

Decisions

Client at rest

Solution/client issues

Problem/result

Impact of issues

Context and constraints

The model imposes some sophisticated communication requirements. 4S Model Skills Communication planning Analyzing the audience Active listening Questioning Messaging Substance Strategy Style Structure Download the full document at: www.gazhoo.com

Skills

Communication planning

Analyzing the audience

Active listening

Questioning

Messaging

Different communication skills are more or less important at different points in the ORDER process. Proceed? No Yes O R D The Opportunity The Resources The Decision Process E R The Exact Solution The Relationship Active listening Questioning Messaging Communication planning Analyzing the audience Download the full document at: www.gazhoo.com

Active listening

Questioning

Messaging

Communication planning

Analyzing the audience

The selling process is typically long and complex so developing and executing an effective communication plan are essential. Audience Audience Concerns Objectives/Messages Responsibility Medium Timing Download the full document at: www.gazhoo.com

People also have individual concerns that ORD needs to understand and ER needs to address. Remain in power Achieve control over others Get more leisure Remain in a given location Develop skills Increase personal productivity Be an instrument of change Be seen as a problem solver Contribute to the organization Increase mental stimulation Gain recognition Increase growth potential Get more power Increase self-esteem Be more flexible Feel more secure Pay a debt Increase responsibility and authority Get more freedom Source: The New Strategic Selling Challenge: Discovering concerns Download the full document at: www.gazhoo.com

Remain in power

Achieve control over others

Get more leisure

Remain in a given location

Develop skills

Increase personal productivity

Be an instrument of change

Be seen as a problem solver

Contribute to the organization

Increase mental stimulation

Gain recognition

Increase growth potential

Get more power

Increase self-esteem

Be more flexible

Feel more secure

Pay a debt

Increase responsibility and authority

Get more freedom

Different communication skills are more or less important at different points in the ORDER process. Proceed? No Yes O R D The Opportunity The Resources The Decision Process E R The Exact Solution The Relationship Active listening Questioning Messaging Communication planning Analyzing the audience Download the full document at: www.gazhoo.com

Active listening

Questioning

Messaging

Communication planning

Analyzing the audience

Listening and questioning are mutually reinforcing skills that are essential to the inquiry stage of ORD. Listen Question To elicit important information To focus questions Download the full document at: www.gazhoo.com