From the course: Selling into Industries: Professional Services
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What not to do when selling professional services
From the course: Selling into Industries: Professional Services
What not to do when selling professional services
- Making an error in the professional services industry is unacceptable. This sector of the economy is made up of experts. Experts who succeed by being accurate, in control, and the best in their field. So making an error when selling in to professional services is almost unforgivable. And handled incorrectly, it can kill the deal. So let's look at what to do to avoid and recover from these situations. Of course, every now and then, you're gonna make a mistake, we're not sales robots, we're all human and stuff happens. Here are some of the most common mistakes that sales people make when selling in to the professional services market. Not doing their homework to fully understand the nature of the prospect's business. Taking a one-size-fits-all approach to initial intake questions. Poor follow-through. Offending your prospect during budget negotiations. Not staying involved in the relationship after the prospect signs off on the deal. And using the wrong lingo or terminology. All of…
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