“Seven Strategic Tips For Selling Professional Services Brand, According To Your Strategic Thinking Business Coach”
By: J. Glenn Ebersole, Jr., Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™
Selling professional services presents many challenges and problems with closing a deal with a prospect and/or client. The term “closing” has an inherent seller-orientation and it can be interpreted as putting your needs ahead of the client’s needs. And that is never a desired interpretation for those who sell professional services.
The “closing” model also presents some conflicts between the belief that buying is driven by rational decision-making, rather than emotion. What is important is to have the buyer of professional services feel comfortable about a rational decision they have to make. The emphasis is on creating a high “comfort level” for the buyer when making the decision. Here are three (3) tips from your strategic thinking business coach on how to avoid large problems associated with the traditional “closing” model.
1. Do not talk too much about yourself and your firm.
2. Do not talk too much about your product and/or service you are offering.
3. Do not push too hard or fast to move the buyer to action.
Remember, you want the buyer to be comfortable with his or her decision. If you give him or her reason to: trust you; believe you understand his or her concerns; place their interests first and you are reliable, then they will hire you.
Instead of the “closing” concept, which presumes a transactional, seller-centered, rational model of buying decisions, let’s look at a model centered on trust in the seller. Here are four (4) tips from your strategic thinking business coach to achieve a trust-centered model for selling professional services.
1. Focus on the client relationship, not the transaction.
2. Focus on selling with an emphasis on competence to solving problems and bringing value, rather than an emphasis on qualifications.
3. Listen and hear what the client or prospect is saying to you.
4. Envision solutions with your client or prospect.
If you would like to learn more about using a strategic approach to selling professional services and how a strategic thinking business coach can serve as your guide and facilitator in that process, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
“Seven Strategic Tips For Selling Professional Services Brand, According To Your Strategic Thinking Business Coach” - To learn more about this author, visit Glenn Ebersole's Website.
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