In over 20 years of speaking covering 3,000 plus seminars to entrepreneurs, business owners, and those selling professional services, I find that one can predict success to the degree they master these 9 key skill sets required for success in selling professional services.
The 9 Key Skill Sets are:
• Prospecting—Identifying Key Niche Markets
• Establishing High Levels of Trust
• Uncovering Prospects’ Needs
• Solving Problems with Customized Solutions
• Handling Objections
• Closing Sales
• Generating Repeat Business
• Generating Referral Business
• Creating Systems and Processes
The one to start with without which you don't have any business at all is Number 1. You have to know how to find new prospects or your business is going to go cold.
I've written some of my best tips for getting new prospects right here: Finding New Prospects
Including the top one of all - make sure you are talking to the right audience.