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
- Case studies and testimonials
- What’s in Liston’s training
Resources:
Serve Don’t Sell
Modern Sales Podcast