In the context of selling consulting services, this slide lists the aspects or skills that you need to harness. Seasoned sales people will know these already, but perhaps of some value if you're a beginner.

1. Selling
“If I’m going to spend money on something, I
want to know what it’s going to do for me and
the return on investment.”
“Time is a precious commodity, and anyone who
doesn’t appreciate that kills me.” “You’d better
understand what I need or you lose me – I don’t
have time to waste on this stuff.”
“The single most overriding intention is that I
(the client) feel comfortable and confident that
they are taking my best interest to heart.”
Selling
Connection
Ability to understand the client senior
executive’s problems & what she is
trying to accomplish
Ability to get client senior executives to
trust you
Understanding risks & implications
involved in what you are
recommending
Competence
Efficient management of the
conversation & the sales process
Displays of confidence, not arrogance
Value
Bringing knowledge, insight &
experiences regarding situations like
your client’s
Articulation of substantial quantified
business value
Many sales people perceive competence & value as the most important factors driving a sale. However,
client senior executives feel that making a connection with someone they’ll do business with is much more
important to them
@souvikstweets Connect on LinkedIn