It’s all about the client
31st October 2015 | Chris Alder
Authenticity, cultural fit and solving client problems are just some of keys to selling professional services, reports Chris Alder.
Too many people in professional services do too little to understand the business of their clients – let alone clients’ specific issues and concerns. That’s a startling conclusion from a white paper published by sales training specialists Huthwaite International.1
Add in the growing complexity of bids, plus the ability of customers to access vast amounts of online information for themselves, and it’s clear that the days when companies told customers what to think about their products or services – and customers listened – are long gone. As we know, customers are now firmly in the driving seat.