PROFESSIONAL SERVICES 2017-12-20T07:56:28+00:00

PROFESSIONAL SERVICES

“Others pale in comparison to James. Outstanding business development consultant and sales coach. His unique and creative approach made a significant impact.”

ROBERT REYNOLDS, DIRECTOR, BRADY WARE & CO.

“I have been in sales for my entire professional career … Participating in Collecting WINS is the first time I have experienced sales training that actually aligned with my core values and motivated me to pick up a training manual.  I am already forecasting more accurately, selling more consistently, and winning some of the biggest deals of my career.”

MELISSA HERBST, ENTERPRISE SALES CONSULTANT, SOCIUS INC.

James has been a tremendous asset to my training and ongoing business development. His insights and methods are excellent and the results superb. His passion for business coaching is unsurpassed. I will call on James whenever I have a business development challenge. I know he will help to solve it.”

TIMOTHY A. RIEDEL, OF COUNSEL, BAILEY CAVALIERI LLC

“Incredible sales coach and mentor. James has natural business intuition. I have seen first hand his ability to work with individuals at all levels.”

BRAD MARTYN, FOUNDER & MANAGING DIRECTOR, FOCUS CFO

“A truly gifted mentor and leader. I attribute a large portion of my current success in sales to working with James. His ability to bring structure to the sales process is unique.”  

CHRIS SEICHTER, DIRECTOR OF SALES & MARKETING, ACTIVUS SOLUTIONS

Stop Selling Solutions. Start Discovering Problems.

There is no definitive list of professional services occupations, however, common examples we have engaged include: management consultants, accountants/CPA, attorneys, engineers, leadership coaches, investment bankers, wealth managers, IT consultants, physicians, and others.

Floriss understands the challenges you face:

  • The pressure to perform has never been more intense
  • Competition is fierce and your buyers are busier than ever
  • Buying processes are longer, more complex, and decentralized
  • Customers often don’t understand or communicate their true value drivers
  • Despite building a differentiated brand, your service can be seen as a commodity
  • It’s not easy attracting clients who are prepared to pay premium rates
  • Often too much, non-billable time is invested by high-priced hourly earners
  • Buying cycles are often abandoned after many hours have been invested
  • Your team selling model is expensive and may be lowering your odds of winning
  • It’s becoming harder to find qualified professionals who can and will sell
  • Your delivery teams could be doing a better job growing existing accounts
  • The future of your organization depends on generating new business

Selling professional services is not about communicating the intangible service being “sold.”  It is about creating a connection to the tangible person the client is “buying.”

Professional services sales is about the relationship and expertise you establish in the heart and mind of a decision-maker.  If you have sales and business development team members who cannot do this, they should not be engaging your clients.

There are simple formulas any professional can use to establish the right relationship and expertise with a buyer.  Once these formulas are known and understood, anyone in your organization can be transformed, whether they like selling or not.

Floriss helps professional services firms overcome traditional barriers to success and take control of growth by tailoring its Collecting WINS™ sales platform to your unique sales or business development environment.  It all starts with a WINS Assessment™, so you can understand what’s working, not working and why, before making the decision to change.

WHAT OUR CLIENTS ARE SAYING:

“Others pale in comparison to James. Outstanding business development consultant and sales coach. His unique and creative approach made a significant impact.”

ROBERT REYNOLDS, DIRECTOR, BRADY WARE & CO.

“I have been in sales for my entire professional career … Participating in Collecting WINS is the first time I have experienced sales training that actually aligned with my core values and motivated me to pick up a training manual.  I am already forecasting more accurately, selling more consistently, and winning some of the biggest deals of my career.”

MELISSA HERBST, ENTERPRISE SALES CONSULTANT, SOCIUS INC.

James has been a tremendous asset to my training and ongoing business development. His insights and methods are excellent and the results superb. His passion for business coaching is unsurpassed. I will call on James whenever I have a business development challenge. I know he will help to solve it.”

TIMOTHY A. RIEDEL, OF COUNSEL, BAILEY CAVALIERI LLC

“Incredible sales coach and mentor. James has natural business intuition. I have seen first hand his ability to work with individuals at all levels.”

BRAD MARTYN, FOUNDER & MANAGING DIRECTOR, FOCUS CFO

“A truly gifted mentor and leader. I attribute a large portion of my current success in sales to working with James. His ability to bring structure to the sales process is unique.”  

CHRIS SEICHTER, DIRECTOR OF SALES & MARKETING, ACTIVUS SOLUTIONS

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