What's the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today's guest is Liston Witherill, and his message is: serve, don't sell. Listen in to hear what Liston has to say about what "serve, don't sell" means, what the success path for selling services is, and the four steps that he recommends.
Episode Highlights:
Why Liston got into professional services
The success path for selling services
What "serve, don't sell" means
Understanding that you're adding value
Drawing the map
Understanding clients' motivation
Helping people make decisions
Showing what's possible
Which slides should be in your slide deck
Asking questions that demonstrate that you understand the prospect's problem
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