From the course: Selling into Industries: Professional Services
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Positioning the next steps
From the course: Selling into Industries: Professional Services
Positioning the next steps
- Regardless of your personal approach, there are seven somewhat universally accepted steps in the professional services sales cycle, preparation and research, prospecting, intake and needs assessments, pitch and presentation, objection handling, the close, follow up, repeat business, and referrals. It can be tempting to see the close as your end goal. By the time you've gotten there, you probably feel like taking a victory lap and calling your job done. That's a big mistake. In my experience, the best sales people are those who look past the close and start to set up their next win before they've even gotten that signature. To do this, you have to give clear cues to the customer as to what the next steps are. Then continue this decision making role and subsequent interactions. There are a few concrete strategies and tactics that I've seen successfully lead to long term and organic relationship growth. Be available and present throughout the execution of the contract. During your…
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