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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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