Service professionals know everything they need to sell their services. It’s how they organize that information and how they approach prospective clients that determines whether or not they make the sale. Michael McLaughlin, author of Winning the Professional Services Sale, talks about how services professionals can convert a sales lead into a paying client.
By connecting, collaborating, and getting commitment, service professionals work to get the sale without overtly selling, which can turn clients away.
(Time: 11:43)
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