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1) Start selling now (softly). What are you doing on your project? What are the client's tangential needs? Start suggesting these to your project leaders and get buy in to bring it to the client.
2) ask to join account and project planning sessions
3) ask to join an Rfp and orals
4) Rinse and Repeat.
Engage in dialogue and listen very carefully. Not for the words that you want to hear but for the words that the other person is saying. Look for the problem they’re trying to solve (it might not be something that you can personally solve but you can bring the right people).
Hunt with others. While you’re talking, it’s hard to watch the room (we don’t multitask as well as we think we do). Having someone else there helps a ton for support and to see what else is going on.
Be relevant. If you’re going to see the CFO, talk to their directs and their directs. Gather facts about what they care about. Talk to your peers about their peers to find out what’s happening more broadly in the industry.
Be patient. Relationships take time to develop because trust takes time to develop. Don’t expect that it’s one and done: it almost never is. Keep the dialogue going over time and keep it focused on them, what they want, need, and care about. Not about what you want, need, and care about.
I’ve never successfully sold anything by trying to sell something. Be available when problems come up, stay in contact (even 15 minutes here and there matter) with key clients and people you enjoy working with, and always know what the f you’re talking about. Worked for me so far …
In a nutshell hang around the clients and support them
Getting mentoring from a successful sales people , sakes is not black and white and about understanding people
I have a 4 step process
1. Come pre qualified - in other words have someone refer you. This means you should get to know people who have clients, Lawyers, planners, bankers, etc… become friends with them.
2. Ask them where old CPA fail(s) what are their gripes?
3. Give them an example of what it would be like to be your client. Answer to those complaints on how you do them differently.
4. Make the referring person look good in the referral. (Do a good job). More referred business to come.
Mentor
Think of things that can help your prospect and tell them about it.