How To Sell Professional Services Today – Part 1

Winning With Integrity

I want to ask you a question. When I use the term “sales person” what image comes to mind for you? Do you think of a slick huckster who will do or say anything to close a deal? Do you think of someone who lacks integrity and is prone to lying or at least over-promising? Do you envision someone who is not trustworthy and is maybe lacking in scruples?

This is not at all how I think of sales or of selling, especially for professional services. I believe the exact opposite is true. The best sales or business development people I’ve known over the years have very high integrity, are completely trustworthy and hold the respect and admiration of everyone around them. They are great people as well as great sellers.

Over the next several thought pieces, I want to share with you what works today in selling professional services. These are my lessons learned from 25 years of marketing, sales and entrepreneurship. I believe success in selling starts with adopting the right mindset. Let me share with you how character and integrity are crucial to success in selling services.

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