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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 the scope and purpose of sales prospecting for professional services
  • Understand the five rules of selling professional services
  • Develop a branding statement for themselves and their organisation
  • Define the criteria for the clients they wish to target
  • Appreciate the importance of client pain points and how to identify them
  • Prepare materials for prospecting
  • Create a cold calling script for prospecting
  • Write a cold email or LinkedIn message to prospects including a strong subject line
  • Understand the sorts of questions they can use to stimulate client engagement in a discussion
  • Move prospects onto the next stage of the selling process


  • No prior knowledge is required to take this course

Welcome to Selling Skills for Professionals Part 1: Prospecting.

If you are an accountant, a lawyer, a consulting engineer, a surveyor, an actuary, a management consultant, an events organiser, an HR professional or any other form of professional businessperson, and you need to identify and develop new clients, then this course is for you

This is part 1 of a two-part course on selling skills for professionals. In Part 1, I cover prospecting, that is identifying potential future clients and making the initial approach. In Part 2 of Selling Skills for Professionals, I cover the sales process once you have made contact with a potential client.

Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements which the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on.

With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. That is the purpose of this course.

I hope you enjoy the course.

Our Promise to You

By the end of this course, you will have learned how to identify potential future clients and make the initial approach.

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 prospecting.

Course Curriculum

1h 28m

Section 1 - First Principles In Selling Professional Services
Introduction 00:00:00
The Five Rules Of Selling Professional Services 00:00:00
Branding 00:00:00
Section 2 - Getting Ready To Prospect
Identifying Prospects 00:00:00
Client Pain Points And The Purpose Of Prospecting 00:00:00
Preparing To Prospect 00:00:00
Section 3 - Making The Approach
Seven Seconds To Make An Impact 00:00:00
Crafting The Message – Cold Calling 00:00:00
Crafting The Message – Cold Email 00:00:00
Sample Scripts For Cold Email 00:00:00
Trigger Questions – Prospecting Questions That Build Engagement 00:00:00
Getting Ready To Sell The Next Stage 00:00:00
Key Learning Points In Prospecting 00:00:00
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