How Clients Buy How Selling Expert Services is Like a Game of Baseball
Apr 27, 2017
Matt Ulrich, Managing Director at Profitable Ideas Exchange and a specialist in business development, compares selling expert services to playing baseball. He emphasizes the importance of steadily rounding the bases, building trust, and creating genuine relationships with clients. The discussion highlights the nuances of navigating these relationships, from initial introductions to crafting tailored solutions. Ulrich also shares insights on timing, active listening, and understanding client needs to successfully close deals in the competitive landscape of professional services.
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Baseball Analogy
- Matt Ulrich borrowed the baseball analogy from a sector lead at a large supply chain technology consulting firm.
- This analogy helps visualize the sales process and track progress with prospects.
Building Trust
- In professional services sales, building relationships and trust takes time.
- You can't jump from zero interaction to closing a high-value deal instantly.
The Bases of Sales
- Get to know your prospects personally (first base).
- Understand their challenges deeply (second base), then craft tailored solutions (third base) before closing (home plate).