Alan Weiss – In The Buyer’s Office

Alan Weiss – In The Buyer’s Office is a focused consulting sales program that shows you, in real time, how to turn high-stakes conversations with economic buyers into clear business and concrete fees. Instead of walking into meetings hoping the discussion goes well, you see exactly how a master consultant structures the dialogue, creates value, and converts conversations into cash. The emphasis is on obtaining maximum commitment from the buyer in a single, well-run meeting.

This home-study program is built around a live, 90-minute streaming session in which Alan Weiss role-plays two complete buyer meetings with a senior executive played by communication expert Suzanne Bates. First, you watch the “average consultant” approach, then you see the same meeting handled by an excellent consultant who leads the discussion, pursues business outcomes, and sets up a far more powerful proposal. You then receive both proposals so you can study the differences line by line.

By combining live role play, debriefs, Q&A, and the actual proposals produced, Alan Weiss – In The Buyer’s Office gives you a concrete model for what to say, what to ask, and how to behave when you are in front of decision makers. The program is designed to help you walk into the buyer’s office as a peer, gain conceptual agreement quickly, and leave with clear next steps toward a lucrative project.

What is the Alan Weiss – In The Buyer’s Office course?

Alan Weiss – In The Buyer’s Office is an intensive home-study session on the most critical moment in consulting and advisory sales: the live conversation with the economic buyer. It is a recording of an unprecedented live streaming event in which Alan demonstrates, in detail, how different behavior and language in the same meeting create very different outcomes for both buyer and consultant.

In one role play, Alan intentionally behaves like a typical consultant—asking unfocused questions, allowing the conversation to wander, and failing to secure clear commitments. In the second role play, he demonstrates best practice: leading the meeting toward business results, defining success measures, and positioning himself as a peer who brings value, not merely a vendor seeking work. After both, he debriefs what happened and provides the actual written proposals sent to the “buyer,” so you can see how strong conversations translate into compelling offers.

What will you learn in Alan Weiss – In The Buyer’s Office?

• How to enter the buyer’s office positioned as a peer, not a subordinate, so you can challenge assumptions and add value from the first minutes of the meeting.
• How to shepherd the conversation in the direction you choose, avoiding meandering discussions that waste time and weaken your position.
• How to establish trust quickly and create a professional, relaxed tone that makes senior executives comfortable sharing real issues with you.
• How to find the true business issues behind surface complaints and capture the dynamics of the situation while the buyer is speaking.
• How to gain conceptual agreement in a short time by aligning on outcomes, measures of success, and value before you ever discuss fees.
• How to identify and negotiate genuine metrics for success so that both you and the buyer know exactly what “results” will look like.
• How to maximize perceived value in the buyer’s eyes and therefore justify stronger, value-based fees instead of discounting or hourly rates.
• How to avoid multiple, unnecessary meetings by structuring the first discussion so that decisions and next steps can be made quickly.
• How to behave, speak, and ask questions during the meeting so that your expertise is obvious without you having to “pitch” constantly.
• How to translate a strong buyer conversation into a written proposal that reflects value, clarity, and mutual commitment.

Who is Alan Weiss – In The Buyer’s Office for?

Alan Weiss – In The Buyer’s Office is for consultants, coaches, advisors, trainers, and professional service providers who sell directly to senior decision makers. It is especially valuable if you often feel nervous in buyer meetings, struggle to control the conversation, or leave the room unsure whether you have actually won the business.

The program also suits boutique firm partners and business development leaders who want a simple, teachable model for their teams. If you are building a consulting or advisory practice and want to move from “hoping for a good meeting” to running structured, high-impact conversations, this course is designed for you.

How does Alan Weiss – In The Buyer’s Office work?

The course is delivered as an online home-study program based on a recorded live streaming event of approximately 90 minutes. Once you purchase access, you can watch the session on demand, pausing and replaying key parts as often as you need. The recording includes two complete role plays, debriefs, and a live question-and-answer segment where participants ask Alan specific questions about what they saw.

As part of the program, you also receive copies of the two proposals that result from the role plays. This allows you to compare, side by side, how the “average” and “excellent” meetings translate into very different written offers. You can watch the video, review the proposals, and then adapt the language and structure to your own consulting practice, using the session as a permanent reference before important buyer meetings.

Benefits of taking Alan Weiss – In The Buyer’s Office

• A practical, visual model of what actually happens in high-stakes buyer meetings, rather than abstract sales theory.
• Immediate insight into which behaviors weaken your position and which behaviors create trust, authority, and momentum toward a decision.
• A repeatable structure for consulting conversations that leads naturally to conceptual agreement and strong proposals.
• Higher confidence walking into the buyer’s office, knowing you have a tested framework for guiding the discussion.
• Better use of your time and the buyer’s time, with fewer follow-up meetings and clearer commitments at the end of each conversation.
• Concrete examples of value-based proposals that you can study, adapt, and use as a benchmark for your own documents.

Prerequisites for Alan Weiss – In The Buyer’s Office

You do not need decades of experience to benefit from this program, but you should already be involved—or ready to be involved—in B2B selling situations with decision makers. A basic understanding of consulting or professional services sales will help you absorb the nuances of the role plays.

To get the most value from Alan Weiss – In The Buyer’s Office, you should be willing to observe your own behavior honestly, compare it with what you see in the videos, and then test new language and habits in upcoming buyer meetings. The program is designed for practitioners who want to improve real-world performance, not just accumulate more theory.

About Alan Weiss

Alan Weiss is an internationally recognized consultant, speaker, and author best known for his Million Dollar Consulting® franchise and his work on value-based fees, conceptual agreement, and high-credibility selling. He has advised executives and organizations around the world, helping consultants and firms build thriving practices that focus on results, not billable hours.

In books such as “Getting Started in Consulting” and in his online learning platforms, he has codified a complete philosophy for working as a peer of the buyer, establishing trust rapidly, and converting conversations into high-value engagements. Alan Weiss – In The Buyer’s Office distills one of the most critical parts of that philosophy into a single, concentrated learning experience.

Why buy Alan Weiss – In The Buyer’s Office from our online course platform?

When you access Alan Weiss – In The Buyer’s Office through our online course platform, you keep this high-impact consulting sales resource alongside your other professional development programs. You can revisit the role plays, debriefs, and proposal examples before major meetings, during proposal preparation, or whenever you want to sharpen your sales conversations.

Centralize your digital purchases in a single account, keep your history, and access them whenever you want to watch online or download. Plus, you’ll always find courses on our platform at affordable prices.

Course content – Alan Weiss – In The Buyer’s Office

• Program Overview: context for the session, objectives of the live streaming event, and how to use the recording as a permanent reference.
• Role Play 1 – The “Average” Consultant: a full buyer meeting where Alan intentionally behaves like a typical consultant, showing common mistakes such as unfocused questions and weak control of the conversation.
• Role Play 1 Debrief: analysis of what went wrong, where value was left on the table, and how the consultant’s behavior influences the buyer’s perception and commitment.
• Role Play 2 – The Excellent Consultant: a second, improved version of the same meeting in which Alan leads the discussion, aligns on outcomes and metrics, and positions himself as a peer delivering strategic value.
• Role Play 2 Debrief: breakdown of key language, behaviors, and turning points that create a stronger relationship and a more powerful project opportunity.
• Live Q&A Session: questions from participants about handling objections, gaining conceptual agreement quickly, and dealing with common problems in buyer meetings.
• Proposal Pack: copies of the two proposals generated from the role plays, illustrating how different conversations produce very different written offers and fee structures.

If you want to walk into your next executive meeting with clarity, authority, and a clear path to conceptual agreement, access the course now and start applying Alan Weiss – In The Buyer’s Office in your own consulting practice.

Downloadable Course Content