Selling Consultancy In a Recession

Thornbury Associates was recently invited to give a presentation on the above topic to a prestigious audience comprised of members of the Institute of Business Consulting.

There can be no doubt that many businesses have suffered over the past months with a significant downturn in their revenues and profits. It is a sad truth that whilst most businesses are expert in their chosen field, whether it be engineering, IT, consulting or whatever, a significant percentage of employees and even senior managers have no experience of dealing with recession, and have had limited or no exposure to Professional Sales Skills.

In the presentation John Black was able to deal with a number of key topics from the professional sales person’s armoury, illustrated from his personal experience gained over 40 years in the commercial world.

The presentation included ideas on Sales Preparation, Qualifying the Opportunity, Establishing the Basis of Decision, Questioning Techniques and Relationship Building.

John Black is a Director of Thornbury Associates Ltd.

John is a very experienced development consultant with a strong background in personal skills and market development. Throughout his career he has been involved in designing and implementing strategies to launch new business streams, new products, and to enter new markets.

He has particular experience in sales and management development and has worked extensively in the private sector, and in developing countries.

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