PROFESSIONAL SERVICES INDUSTRY
IMPROVEMENT IN CRITICAL SALES SKILL #1: BUYER/SELLER RELATIONSHIP
BUYER/SELLER RELATIONSHIP is the salesperson’s knowledge of and ability to use a sales methodology to navigate through each of the customer’s incremental buying decisions in the proper sequence. When salespeople do this correctly, they experience an improved ability to gain commitments while building a lasting relationship with the client.
REMARKABLE FINDINGS ABOUT BUYER/SELLER RELATIONSHIP SKILLS IN THE PROFESSIONAL SERVICES INDUSTRY
- Professional Services was on par with the Universe in Knowledge scores therefore skill gain was nearly equal.
- The 19-point gap between Post-Sales Training Knowledge and Application is in an unacceptable range. Gaps of 15 points or more require added training in a skill category.
The Professional Services Industry started with similar pre-sales training skills as the Universe. Because they were superior learners, their skill gains from sales training were higher than the Universe. Key skills that showed high levels of improvement include: Sales call Planning, Presentation Skills and Gaining Commitment. An investment in sales training is clearly in the best interest of any organization in the Professional Services business.