Services
Making the Professional Services Sale
Overview
In today's highly competitive marketplace the ability to proactively sell professional services is of growing importance as fee rates and margins come under increasing pressure. This course has been specifically designed for team members responsible for selling legal, accountancy, consultancy and training services..
The programme looks at skills and techniques through the whole sales cycle, focusing on the need for a 'consultative, relationship sales' approach. The workshop is run with much participant involvement through group work, case studies, role-playing and discussion.
Course length: up to 3 days
Designed for:
Accountants, Lawyers, CPAs, Surveyors
Management Consultants
Executive Search and Selection Consultants
Professionals services consultants
Managing and principal consultants
Business development managers
Pre sales and technical support people
Objectives
To give those tasked with delivering and/or selling consultancy and professional services the skills and confidence to:
- Recognise sales opportunities for professional services.
- Qualify and capitalise upon opportunities.
- Present your services and company professionally.
- Close more sales, sooner rather than later.
Making the Professional Services Sale
Overview
In today's highly competitive marketplace the ability to proactively sell professional services is of growing importance as fee rates and margins come under increasing pressure. This course has been specifically designed for team members responsible for selling legal, accountancy, consultancy and training services..
The programme looks at skills and techniques through the whole sales cycle, focusing on the need for a 'consultative, relationship sales' approach. The workshop is run with much participant involvement through group work, case studies, role-playing and discussion.
Course length: up to 3 days
Designed for:
Accountants, Lawyers, CPAs, Surveyors
Management Consultants
Executive Search and Selection Consultants
Professionals services consultants
Managing and principal consultants
Business development managers
Pre sales and technical support people
Objectives
To give those tasked with delivering and/or selling consultancy and professional services the skills and confidence to:
- Recognise sales opportunities for professional services.
- Qualify and capitalise upon opportunities.
- Present your services and company professionally.
- Close more sales, sooner rather than later.
