Consulting Success Podcast
4 Steps To Qualify Consulting Clients with Michael Norton: Podcast #63
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There are a lot of people who are working on building their consulting businesses. They may already have a process in place for their marketing or for their selling, yet they're not getting the results that they want. Oftentimes, it's because they're not working the plan even though they have the plan in front of them. Michael Norton, executive vice-president of corporate training for Sandler, says usually what's holding them back is their own head trash, their own attitude. Michael’s role within his organization is to support other people in the organization by helping them with proposals, contracts, and presentations. He discusses what the process looks like once he’s identified an ideal client, someone that he believes that his organization can help. He outlines the steps to qualify consulting clients to be able to sit down with them, have a meaningful conversation, and then get to the proposal stage.
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