![]() ![]() Want to build more of these modern-selling skills? Strategic Selling for Professional Services is live and fully digital! Ideal for teams and individual sellers in both professional services and complex B2B environments. It will undoubtedly open more opportunities to serve your client, and you can also apply what you learn to other clients. To get started with this, select one of your top clients and begin working through each of these strategies with that client in mind. If they’re a current client, this approach will help you to better cross-sell your firm’s services. This will help you to open doors to other areas of the client’s business. If you work in an organization with multiple service lines and breadth of experience, look for trigger events that aren’t necessarily in your wheelhouse. Staying on top of triggering events can help you to take a leadership role with your prospects and clients, and they can open doors where you may not have been able to open them before. Status quo (or a non-decision) is a silent competitor to always be vigilant of - especially during these times of disruption where clients aren’t necessarily looking to introduce additional change. Trigger events are either internal or external and signify that a client may need to move from their current status quo. Trigger events have a shorter shelf life but are equally as impactful because they can accelerate the decision process. The above strategies help you create long-term intelligence with your clients. When you know the nuances of their decision-making and buying processes, you can better align your activities to keep momentum. For example, does a twist in the decision-making process take you by surprise? Are there multiple iterations of a proposal before it’s final? Or maybe there are there additional steps to take once a client agrees to work with you that you weren’t aware of. Can you pinpoint all the steps in a client’s buying process? While there will be some commonalities from client to client, they will also have their nuances. This is an exercise I take my clients through on a regular basis. Additional levers impacting them are internal levers such as organizational challenges, key initiatives, financial results, and the current vision of top leadership.Īlign your sales activities with their buying process. Of the trends I just listed, which ones are most important to your clients and prospects right now? Those are the levers to pay closest attention to because they can signify opportunity. Understand the levers specifically impacting your clients and prospects. This strategy not only helps you with intelligence about their business and industry, but it can also give you better conversational depth when you’re building relationships within the client. Trends to consider include industry, global, cultural, technological, product, consumer, political, and those specific to your expertise. Being well-read and current on trends builds your opportunity intelligence and your advisory confidence. What are some specific ways that you can build it? You want to be perceived as so valuable to the client that you and your firm are the clear choice, whether it’s a net-new opportunity or a long-term client. The more depth you have, the more you’re able to step into the role of advisor. This is your depth of understanding about the client or industry vertical you’re looking to grow. This blog series will dive into each one in more depth and provide you with some ways to actively build these into your sales activities. ![]() The ability to earn commitments all throughout your sales process. ![]() ![]()
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