Seven Strategic Tips For Selling Professional Services Brand

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.

Seven Strategic Tips For Selling Professional Services Brand By: J. Glenn Ebersole, Jr., Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™

Article Source: http://www.content.onlypunjab.com

Glenn Ebersole, Jr. is a multi-faceted professional, who is recognized as a visionary, guide and facilitator in the fields of business coaching, marketing, public relations, management, strategic planning and engineering. Glenn is the Founder and Chief Executive of two Lancaster, PA based consulting practices: The Renaissance Group, a creative marketing, public relations, strategic planning and business development consulting firm and J. G. Ebersole Associates, an independent professional engineering, marketing, and management consulting firm. He is a Certified Facilitator and serves as a business coach and a strategic planning facilitator and consultant to a diverse list of clients. Glenn is also the author of a monthly newsletter, “Glenn’s Guiding Lines – Thoughts From Your Strategic Thinking Business Coach” and has published more than 225 articles on business. To find out more about the benefits & rewards of effectively working with a strategic thinking business coach, please contact Glenn Ebersole through his web site at www.businesscoach4u.com or jgecoach@aol.com

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