Solution Thinking

Professional services providers can get caught up in talking about problems.

What your prospects want to hear, what they are pining for, is your solution.

Your prospect must envision the benefits of your solutions.

Listen carefully.  Ask open-ended questions.  Playback what you’ve heard.  Discuss the solutions to their problems.

Problem – solution – benefits.

That’s how to sell professional services in a nut shell.

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