Lux and Friends

#27: HOW TO SELL EXPERT SERVICES with Jacob Parks, co-author of "Never say sell"

January 08, 2021 Season 1 Episode 27
Lux and Friends
#27: HOW TO SELL EXPERT SERVICES with Jacob Parks, co-author of "Never say sell"
Show Notes

The topic of today’s podcast is HOW TO SELL EXPERT SERVICES, and more specifically how recurring revenue is driven at expert firms like BCG, KPMG, EY and more.

If you are a consultant, of if your job requires you to build strong relationships with high-profile corporate clients, relationships based on trust and expert advice, this episode of the podcast with provide you with ideas, case histories, and a framework, called the diamond of opportunities, which will help you grow your business with your most valuable clients.

I am pleased to interview Jacob Parks, a senior consultant and co-author of the book Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships

In this interview, Jacob will explain how to scale individual engagements into long-term business relationships.

We will discuss why the words SALES and EXPERT ADVICE are at odds, and what strategies should be employed by consultants, and those who wish to be perceived as such by their clients, to trigger trust, referrals and recurring business.