Selling Skills for Professionals: Part 2 Making the Sale
Professional Advisers converting prospects into sales
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What You Will 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
- Coach a prospect to visualise the future state they would like to get to be resolving the problems identified
- Handle objections surfaced as the prospect moves towards closing the sale
- Understand why people buy professional services, and why they don’t buy
- Reduce buyer’s remorse and plan to develop the client relationship after the sale
Description
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. I recommend taking Part 1 of Selling Skills for Professionals before undertaking this second part.
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:
1. Understand the current situation
2. Surface the pain points
3. Exploring the impacts of the pain points
4. Shape the future state
5. 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.
Who Should Attend!
- Professional advisers
- Business professionals
- Students of professional qualifications
- Professionally qualified individuals aiming to attract new business