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About This Course

Who this course is for:

  • Accountants, lawyers, consulting engineers, surveyors, actuaries, management consultants, events organisers, HR professionals or any other form of professional businessperson

What you’ll learn: 

  • Describe a five-stage sales process for professional services
  • Identify the core skillset needed for selling professional services
  • Deploy best practice when creating webinars to engage prospects
  • Explore a prospect’s current situation on an online video call
  • Identify a prospect’s pain points and explore their root causes and impacts

Requirements:

  • No prior knowledge is required to take this course

Welcome to Selling Skills for Professionals: Part 2 Making the Sale.

In Part 1 of Selling Skills for Professionals, I covered prospecting, that is identifying potential future clients and making the initial approach. In this course, Part 2 of Selling Skills for Professionals, I cover the sales process – converting a prospect into a client.

In Selling Skills for Professionals: Part 2 Making the Sale, I look at the skills you need for selling professional services and how to create a series of webinars to build prospects’ interest. I then cover a five-step sales process in detail:

  • Understand the current situation
  • Surface the pain points 
  • Exploring the impacts of the pain points
  • Shape the future state 
  • Close the sale

The course also covers why people buy professional services, and why they might not buy; and it shows how to deal with objections.

Selling professional services is not like selling a car, or solar panels. It’s about building a relationship with a prospect as a professional advisor; coaching them through the challenges facing them, and offering services tailored to their needs which will help the prospect make tangible improvements.

If you want to know how to sell professional services successfully, this is the course for you.

I hope you enjoy the course.

Our Promise to You

By the end of this course, you will have learned effective methods to make the sale.

30 Day Money Back Guarantee. If you are unsatisfied for any reason, simply contact us and we’ll give you a full refund. No questions asked.

Get started today and learn more about making the sale.

Course Curriculum

2h 18m

Section 1 - The Foundations For Selling Professional Services
The Purpose Of Prospecting 00:00:00
The Selling Professional Services Skillset 00:00:00
Moving Beyond Prospecting 00:00:00
Script For The Webinar Follow-Up Call 00:00:00
Section 2 - Building A Case For The Sale
No Pain No Gain 00:00:00
Building A Case: Initial Diagnosis 00:00:00
Building A Case: Root Causes 00:00:00
Building A Case: Impacts 00:00:00
Building A Case: Shaping The Future State 00:00:00
Building A Case: The Gap 00:00:00
Section 3 - Closing The Sale
Selling Is About Change 00:00:00
A Time To Close 00:00:00
Closing 00:00:00
Section 4 - Evasion And Objections
Evasion 00:00:00
Handling Objections 00:00:00
Specific Example Of Objections Part One 00:00:00
Specific Example Of Objections Part Two 00:00:00
Section 5 - After The Sale
Aftercare 00:00:00
Key Learning Points 00:00:00
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