I recently returned from a week-long program for senior executives of a major global consulting firm. I, and my training team, spent a full week simulating real-life selling situations to CEOs and other high-level business execs.
We created a series of introduction and sales meetings to help participants understand the sales cycle as well as explore he most critical aspects of successful selling.
These were multi-million dollar deals (which they close on a regular basis in their company), but the selling and customer relationships are all the same.
Frankly, it all boils down to three elements:
1) Building a credible relationship with the prospect
2) Knowing how to accurately estimate fees
3) Showing the value of the service being proposed before ever mentioning price.
The service being offered does not matter. What do matter are the selling concepts of relationship, value, and knowing your product or service.
It is all the same. Selling a multi-million dollar organizational transformation program or a global IT outsourcing project is the same as selling a summary insurance coverage appraisal. It is about the relationship.
This good part of this issue of your National Appraisal Consultants Marketing Newsletter will focus on client customer relationships, which is a critical element of customer service.
There is no easier way to set yourself apart from the average appraiser than with exceptional customer service.
Service sells! In the appraisal business, most appraisers do not show their value or the quality of their service until they are retained, or until the job is done. Once retained, the client can then see your professionalism based on how you present yourself in their office or home. They see it in the final report, or in the follow-up you provide after the report is delivered.
In order to sell more, charge more, and make more, you must build the relationship in order to get the job. You must show your value BEFORE they buy.
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