Making the Professional Services Sale is designed specifically for members of your team who need to win new clients for your professional services.  The programme provides those members of your team experienced in business development with some fresh ideas and those on the team who are new to identifing and winning new clients  with a solid platform from which to develop their skills and confidence.

This two-day workshop is a fast-paced and interactive workshop style programme.  Participants will learn practical skills through group work, role plays and discussions, that they will be able to use, immediately upon their return from the training, to win profitable new clients and assignments for your firm.

Content


Introductions & Objectives
Planning Your Sales Approach

Prospect Client Qualification & Forecasting Assignments
Reaching the Decision Maker & Making Appointments
Opening the "Sales Call" & Building Rapport
Uncovering & Developing Needs
Presenting Your Firm & Your Services Selling Benefits
Handling Objections
Asking for the Assignment
Summary, Review & Personal Action Plans