1. Build Relationships
- People buy from people they trust
- Establish credibility
- Listen hard, talk little
- Plant seeds for the future
- Be a representative
2. Spot Opportunities
- Opportunities come in many forms
- Not all problems are opportunities
- Use questions to raise awareness
- Earn the right to ask deeper questions
- Recognize readiness
- Ensure your firm can help
3. Get Permission
- Understand the drivers of each of the different buyers
- Be seen as the person who can help
- Use coaches
- Be realistic
4. Close the Deal
- Understand the problem
- Cover all stakeholders
- Make sure the Economic Buyer is on-board
- Make it easy to say “yes”
- Address objections and obstacles
- Produce a compelling proposal
- Get a CAF/PO
5. Deliver as Promised
- Delivery is part of selling
- Ecstatic clients are firm supporters
- Ensure a happy client
- Enhance the relationship
- Deliver value
sunilmaulik 
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