Episode 155: Serve Don't Sell - Liston Witherill

<p><span style="font-weight: 400;">What's the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today's guest is Liston Witherill, and his message is: serve, don't sell. Listen in to hear what Liston has to say about what "serve, don't sell" means, what the success path for selling services is, and the four steps that he recommends. </span></p> <p><strong>Episode Highlights:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why Liston got into professional services</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">The success path for selling services</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What "serve, don't sell" means</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Understanding that you're adding value</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Drawing the map</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Understanding clients' motivation</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Helping people make decisions</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Showing what's possible</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Which slides should be in your slide deck</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Asking questions that demonstrate that you understand the prospect's problem</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Case studies and testimonials</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">What's in Liston's training</span></li> </ul> <p><strong>Resources:</strong><span style= "font-weight: 400;"> </span></p> <p><a href="https://servedontsell.com/"><span style= "font-weight: 400;">Serve Don't Sell</span></a></p> <p><a href="https://servedontsell.com/podcast/"><span style= "font-weight: 400;">Modern Sales Podcast</span></a></p>