Selling into Industries: Professional Services

Break into the professional services market. See what it takes to position yourself as an expert, increase your close ratio, and sell to similar services after an initial win.

Introduction

• Selling to firms and practices

1. Setting Yourself Up for Success

• Professional services market
• The complex professional services sale
• Credibility with professional services
• Research the professional service sale

2. Tailoring Your Approach

• Selling to different markets
• Multichannel approach
• The right intake questions
• How to set yourself apart

3. Creating Urgency and Closing the Deal

• Needs of professional services
• What not to do when selling professional services
• The art of the mini-close
• Positioning the next steps

4. Expand the Professional Services Relationship

• Expanding the customer relationship
• Referrals from professional services
• Follow up strategically
• Selling to sister services

Conclusion

• Start selling