Selling Professional Services
This training course will introduce you to new skills that will help increase your performance and the support you offer your team, department and manager.
This course is meant to teach participants advanced skills and methods for marketing professional services. It discusses the particular problems and procedures necessary for successfully selling intangible services, with an emphasis on client relationships, value proposition, and closing strategies.
- Understanding the Unique Selling Dynamics: Recognize the distinctions between selling things and professional services.
- Create a compelling value proposition that answers customer demands while distinguishing services.
- Implement tactics for developing and maintaining good client connections.
- Conduct Effective Needs. Assessments: Use strategies to properly assess the client’s demands and design solutions accordingly.
- Handle Objections and complete Deals: Learn how to answer customer objections and effectively complete transactions.
- Improve verbal and nonverbal communication skills to increase persuasion and influence.
- Sales Professionals: Individuals involved in selling professional services across various industries.
- Account Managers: Professionals responsible for managing and growing client accounts.
- Business Development Managers: Those focused on expanding business opportunities and client base.
- Consultants: Professionals who offer specialized services and need to improve their sales techniques.
- Service Providers: Individuals in roles where selling and service delivery intersect.
- Introduction to Selling Professional Services
- Overview of professional services sales
- Differences between selling products and services
- Understanding Client Needs
- Techniques for effective needs assessment
- Building and utilizing client profiles
- Developing a Compelling Value Proposition
- Crafting messages that resonate
- Differentiating services from competitors
- Building Strong Client Relationships
- Strategies for relationship building
- Techniques for maintaining client engagement
- Interactive Session: Role Play and Group Discussion
- Applying concepts in simulated scenarios
- Group feedback and insights
- Handling Objections and Overcoming Resistance
- Common objections and how to address them
- Techniques for persuasive communication
- Closing Techniques
- Strategies for effective closing
- Recognizing buying signals
- Advanced Communication Skills
- Enhancing verbal and non-verbal communication
- Effective questioning techniques
- Interactive Session: Role Play and Case Studies
- Applying closing techniques in practical scenarios
- Analyzing case studies for deeper insights
- Developing an Action Plan
- Creating a personal action plan for applying learned skills
- Setting goals and measuring success
How you benefit attending this program?
- Increased Confidence: Learn practical strategies and ways to boost your confidence when selling professional services.
- Advanced Skills: Learn how to analyze requirements, handle objections, and close deals.
- Practical Knowledge: Apply practical solutions to real-world settings to enhance work performance.
- Career Advancement: Improve professional development and expand your career opportunities.
- Networking Opportunities: Connect with peers and industry professionals to share your knowledge and experiences.
How your company benefits by sponsoring you to this program?
By sponsoring you to this program, your organization will be able to:
- Enhanced Sales Performance: Improved sales strategies and procedures result in improved revenue.
- Building long-term client connections results in increased client retention and satisfaction.
- Competitive advantage: Increased ability to differentiate services from competitors.
- Increased Team Cohesion: Encourage collaboration and uniformity across the sales team.
- Improved Service Delivery: A better grasp of the client’s requirements leads to more specialized and effective service delivery.
Here is what some of the previous participants of this program had to say:
“We learnt a lot of new techniques which will help us to implement in our organisation”
“It was brought across to us in a such a way that we have go back and implement”
Beginning of the program:
Each participant has to fill in a pre-training need form to ascertain their expectations that can be catered to by the facilitator.
At the end of the program
Each participant has to submit a Post Training Action plan for implementation and to ascertain the Return on Investment.
