CEO Sales Strategies Selling On Value: Knowing Your Worth As A Consultant With Alan Weiss [Episode 8]
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May 4, 2021 
Alan Weiss, a trailblazer in the consulting world and author of *Million Dollar Consulting*, joins Doug C. Nelson for an enlightening conversation on value-based pricing. They explore the transformative power of humor and intelligence in sales, emphasizing the importance of building authentic client relationships. Alan discusses the necessity of prioritizing strengths and engaging with clients personally in the evolving sales landscape. His insights on turning customers into advocates and the significance of innovation over mere problem-solving are particularly noteworthy.
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Fired Fueled Consulting Success
- Alan Weiss turned a firing for good cause into a catalyst for success by starting his own consulting practice.
- He vowed never to be fired again and built a seven-figure business working with major clients.
Focus on Innovation Not Problems
- CEOs should focus on growth, innovation, and raising standards rather than just solving problems.
- Solving problems only restores past performance; leaders must create new levels of performance.
Three Keys to Sales Success
- Key traits for success in selling large consulting projects are fearlessness, a sense of humor, and intelligence.
- Language controls discussions, which in turn control relationships and business.