Tweet

“Seven Strategic Tips For Selling Professional Services Brand, According To Your Strategic Thinking Business Coach”

Written by: Glenn Ebersole

Article Overview: 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. 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 some tips to accomplish that. Here are tips

“Seven Strategic Tips For Selling Professional Services Brand, According To Your Strategic Thinking Business Coach”

“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

Related Articles
  Strategic Business Greeting Tips From Your Strategic Thinking Business Coach
  “A Strategic Approach To Produce A Strong Professional Services Brand, According To Your Strategic Thinking Business Coach”
  Ten Recommended Strategic Actions Needed Prior To Starting Your Professional Services Business
  “Strategic Benefits of Business Coaching, According To Your Strategic Thinking Business Coach ”
  More Strategic PR Advice From Your PR Doctor

Article Tags:



Related Forum Posts
Re: Essential Leadership skills - Vision Values Mission Strategic Thinking Decision Making Communication Team Bonding People Development Coaching / Mentoring / Guiding / Grooming Presentation Thanks Robert
Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude
HRPreneur - Hi everyone, I am new to the forum and I recently started my own Human Capital (HR) consulting firm called HRPreneur Inc. HRP focuses on making human capital a strategic differentiator for SME's. Below is a summary about HRP; Who We Are: HRP is a Human Capital consulting firm with 30 years of experience that becomes an extension of your company by providing a full array of services to help you create a highly engaged workforce focused on achieving strategic results in order to build a long lasting great company! Mission: HRP provides small and medium sized businesses a Strategic HR Business Partner to increase employee engagement, resulting in cost savings, increased productivity and results at an affordable rate! Vision: To inspire and warrant SME's reach their full competency! Cost Effectiveness: We provide over 30 years of experience at a fraction of the cost at a strategic executive HR business level You will save between 50% to 60% in costs per year on salary, bonus, benefits, training, office space alone We will provide you additional cost efficiencies through our services Services: • Strategic Human Resources Planning • Organizational Redesign • Change Management • Organizational Culture Development • Employee Engagement Programs • Leadership Assessment and Development • Compensation Design • Talent Acquisition • Assimilation and On-Boarding • Performance Management • Talent Management & Succession Planning • Human Resources Due Diligence • Human Resources Audit • Full Service HR Outsourcing
Re: Business Women Peer Mentoring Spotlight - Hi Tami, Have you reviewed other comparable sites and coaches? I think that you will find that they have positioned themselves a bit more 'out there', and they dont focus on cheap pricing as the key benefit. I think your copy needs to be much tighter with a focus on the key features and BENEFITS that group coaching provides. Look at The Strategic Coach model etc. Your bio needs to be stronger if you are going to be pitching business development and leadership development. Also, have you put together a strategy for list building and promotions? how many subscribers do you have currently. Local networking as well as grouping some of your existing clients into the first BETA group might help. People dont like 'NEW" services because it comes off that they will be the guinea pigs. Those are my initial thoughts for now. Hope it helps. I'll try and spend some more time reviewing over the weekend and get back to you! Jude
Business Innovation - Hi Simon If you can finish off the Business Plan and think about your strategic direction or how you are going to use your product to convince people it's a great idea, it will set the foundation for your programming project. You see, when you are looking for funding you will need a Business Plan and Strategic Plan that will convince companies to invest into your new idea. Has anyone achieved this idea before using another industry besides health and fitness that you know of? You should also design some mockups as a "preview" for your programming project. This will also help reduce your programming costs as everyone will know exactly what you want if you have detailed mockups already completed including any functionality you require. Starting mockups for websites and software applications on paper is the best way if you're not a guru in graphic editing software.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

What is an Adaptive Organization

Civility in the Workplace---Is it Decreasing?

Adjusting Your World

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.