Selling Professional Services is a consultative selling process with two major requirements you need to accomplish: (1) Know your customer (2) Know your customer's business.
Know your Customer: Knowing your customer will help you put yourself in your customer's shoes and understand what they like and what they hate - this will help you understand how they want to buy. Remember that your selling process at the same time is a buying process for your customer. Instead on focusing only on your sales process focus instead more on learning and mastering the buying process for your customer. Identify the most important decision drivers for your customer in order to develop an effective and successful professional selling process.
Know your Customer's Business: Knowing your customer is not enough if you do not understand your customer's business. You really need to understand your customer's business the same way your customer does. What does this mean? By really understanding your customer's business you will have an idea how to lead your selling process - what are major issues and requirements, what is a perfect solution and what are possible problems your customer may face. Putting these two major requirements together will help you improve your Selling Professional Services process. Act as a consultant. Show you understand their situation and business. Develop good relationship - trust and reliability are crucial for being successful in selling professional services. Analyze and Improve your Selling Process: What are your major strengths and weaknesses? Analyze both your wins and failures and lean and map your general selling process by stressing the critical decision steps in your selling process. You need to pay a particular attention to your failures or mistakes especially the ones happening more than once - focus on those mistakes and improve your selling approach.
Selling Professional Services is a consultative selling process with two major requirements you need to accomplish: (1) Know your customer (2) Know your customer's business.