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Source: Partner Advantage Advisory
You need the proper mixture of skills, attitude, and behavior to close new business.
- Don’t focus on closing. Focus instead on bringing a value proposition to the client. If you can’t add value, you don’t have the right prospect. You should walk away from the opportunity. Don’t try to test your selling skills in such a situation. With the right attitude you will know your skills are sound.
- If you were selling a service to attorneys, you might find them to fall into two categories: argumentative, and not argumentative. You might find few of the latter. Their arguments are not necessarily a denigration of your service, but possibly a way of expressing their personalities. By allowing the attorney to win an argument, you might be more successful. This is an example of changing your behavior.
- Changing your attitude and behavior will help you develop skills.
From Partner Advantage Advisory, November 2005, p. 1. Hudson Sawyer Professional Services Marketing Inc. www.hudsonsawyer.com. Subscription $279 per year; single issues—$25. Orders 800-945-6462. |
