Recently I was working with a group of highly qualified Accountants.
One had a Masters Degree, international experience and clearly was highly intelligent.
He then told me of a client selling situation he was in… wondering why he didn’t win the work.
Once he told me the story, it was clear.
He’d made at least 4 key mistakes in his process.
1. Not only had he given away far too much information before he asked for the business,
2. He assumed that if he showed the prospect how smart he was he’d automatically get the business
3. He assumed that because he worked for a big firm, that would automatically transfer his credibility
4. He never asked the prospects DBC – Dominant Buying Criteria, to get the work in the first place..
In short, his Professional Services Selling process was POOR, WRONG, UNPLANNED, UNPRACTICED and FULL OF ASS-U-MPTIONS..
(You know the old story — when you ASSUME you make an ASS of U and ME…)