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.
Selling Professional Services
What is Selling?
What are Professional Services?
Sales a Process
Reasons Why clients Buy?
Reasons Why Clients Don’t Buy!
The Selling Equation
Attitude
Professional Partnering
Leverage
Hierarchy of partnership
Image
Components of Image
Managing first impressions
Influencing the buyers decision-behaviour
Influencing The Buying Decision – Behavior
Influencing the Buying Decision – Appearance
The Sales Process
Stages of a Sales Call
The AIDA Formula
Presentation Essentials
Traits and Trust
Believability
Three essential traits
The 3 Cs of Trust
Communication skills in sales
Communication Skills -Using Your Voice
Non-verbal Communication in Sales.
Giving Information
Getting Information
Questioning Skills
The Funnel Technique
The Inverted Funnel Technique
Powerful Words for Questions
Pitfalls in Questioning
Listening Skills
Why We Listen Badly!
Active Listening
Client Expectations
Client Questions!
Wants and Needs.
Features and Benefits
Handling Objections
Documents: Client Record Card
Documents: The Proposal
Buying Signals
Price in Its Place.
Closing the Sale
When to Close the Sale
Framing the Close
Effective Closing Techniques.
Losing the Sale – Rejection!
Reasons Why Sales Are Lost
Sales Success Qualities
Summary
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.
