In my previous series of posts, I layed out the obstacles of selling consulting and professional services that our book hopes to help us resolve: Part 1: The Obstacles We're Trained to Do The Work, Not Sell the Work Selling A Services is Different (and much harder) than Selling Things Nobody Wants to be a Salesperson It's [...]
This brings us to our fifth and final obstacle (the list is surely much longer, but we need to get on with the solution, right?): Obstacle #5 - Everything You've Ever Been Taught About Sales Is Wrong. By this point, we're well versed in the fact that universities do not teach 'sales', and most of [...]
Moving right along through our list of the obstacles, we arrive at Obstacle #4: It's Harder Than Ever To Sell Professional Services. OK, maybe you're skeptical. You may ask, "Really, harder than ever?" I promise, it's not intended as hyperbole. Not that anyone's feeling sorry for attorneys, accountants, and marketing consultants making six-figure salaries, but let's dissect this [...]
"Every day you don't is one less day you can." - Don Montague, windsurfing/kitesurfing pioneer
Picking up where we left off on our list of obstacles in selling consulting and professional services: Obstacle #3- Nobody Wants to be a Salesperson OK, maybe somebody started out their career wanting to be a salesperson, but I haven't found that someone yet. When you ask a kid, "What do you want to be when you [...]
The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell?
Tom McMakin and I met last week with our publisher and nailed down a title for the book: Selling Consulting and Professional Services: Understanding and Influencing The Client's Buying Journey. Our book is divided into 4 parts. The first part lays out the 'problem' or obstacles we face in selling consulting and professional services. In [...]
As many of you know, Tom McMakin and I are writing a book that will be published by John Wiley & Sons in 2018. The working title of the book is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise. The title of the book will change; in fact, we're [...]
Dear friends, students, clients and colleagues: I'm very excited to announce that Tom McMakin (CEO of Profitable Ideas Exchange) and I have signed a book contract with John Wiley & Sons. Our book's working title is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise. Writing a business [...]
"New business will be won only to the extent that the customer believes that you are interested, that you care, and are trying to help." - David Maister, author/speaker/consultant, True Professionalism
"There is one thing stronger than all the armies in the world, and that is an idea whose time has come." - Victor Hugo, 1802-1885, French poet, playwright and novelist. Author, Les Misérables.