What do architects, solicitors, engineers and other professionals have in common?
Marketing and advertising don't ensure a steady flow of quality clients, and exceptional service doesn’t guarantee referrals.
Your business operations probably revolve around systems, processes, and principles—but do you use any of these elements for new business development? The chances are, you may not be as comfortable, competent, or consistent "selling" your services as you are delivering them.
You can integrate the same creative, organisational, analytical and communication skills required by your profession into effective processes and systems to identify, qualify and develop new business opportunities.
"Selling" can become a respectable and profitable part of your professional practice, without you or your colleagues sounding like salespeople. You don't need to resort to high-pressure, cost-justified, feature/benefit-laden presentations, or dancing around prospective clients' stalls and objections, or attempts to "close the deal."
Sandler-trained professionals, armed with a set of principles and processes that enable them to see opportunity where they once saw obstacles, reliably close business that would have otherwise eluded them.
Authors and Sandler trainers Chuck and Evan Polin discuss their latest book, Selling Professional Services The Sandler Way, and how Sandler's principles can have a major impact on practice development.
Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.