Pick One Thing to Improve

Looking ahead to the coming year, let’s pick one area that you can do better. Here are my three keys to effective selling in professional services—I challenge you to choose one category where you can improve.

1. Consistency of effort

This could be consistency in your prospecting, working your sales process, or creating and posting content. Who do you have holding you accountable? What could you do consistently over the course of a year and make real progress around?

2. Ideal client focus

In a clear, concise, and compelling way, can you paint a picture of what your ideal client looks like and where you do your best work? Can you be disciplined enough to go after the right kind of business and say no when it’s not a fit?

3. Process control

What could you improve in your qualification process so that you’re more in control and qualifying your prospect as much as they’re qualifying you? Many of you know my five key questions: Why change? Why now? What matters most to you? Who else cares? What did you like? Are there any of those that you could ask more effectively or boldly? How can you qualify opportunities from a position of balance, strength, and abundance, where you’re not afraid to walk away, nor coming from a place of neediness?

I encourage you to select one of these three areas to work on over the year. I’m curious to hear how it goes.

Onward.
Tom

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