10 Tips For Selling Professional Services

IT salesAll buying decisions begin with emotions. If you understand the emotions your potential client brings to the negotiating table and how they affect the decision-making process, you’re more likely to be successful. When selling to multiple buyers, remember that they may each have a different emotional reason for wanting or not wanting to move forward.

Ask high-quality questions to build engagement and develop trust with buyers quickly. The standard “What keeps you up at night?” kind of questions won’t cut it. Questions like this alert buyers that you don’t really understand their business. Instead, ask insightful, strategic questions that show you’ve done the research, understand their business and competitive landscape, and seek to better understand them.

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