Business development training for professionals.
Most professionals—consultants, engineers, lawyers, accountants, IT services providers, and other professional service providers—don’t enter their chosen career so they can spend their days selling.
But the reality is that to grow a professional service business, all of the firm’s partners and professionals must be involved in, and successful with, business development. For professionals who were never taught how to sell, this is a daunting task.
In this program, we’ll introduce your team to the Selling methodology and give them the business development strategies and skills that make for successful rainmaking. How to Sell Professional Services is our core consultative selling program. It’s designed to help the professionals at your firm become the savvy business developers they need to be to achieve selling and career success.
Lead Masterful Sales Conversations
A lot happens between the first “hello” with a buyer and receiving a signed contract. How to Sell Professional Services teaches your team to lead sales conversations, and the sales process, with the greatest success.
Balance the Seller/Doer Role
One of the biggest challenges professional services firms face is the revenue rollercoaster. We’ll teach your professionals how to balance their selling and delivery time so they can manage a full pipeline and client roster.
Succeed with Selling Intangibles
Selling is all the more difficult when buyers can’t see, touch, or feel what they’re buying. And often, the person who sells the service also has to deliver it. Overcome these challenges and succeed selling intangibles.
Learning Objectives
In our core two-day instructor-led How to Sell Professional Services business development training program, suite of online programs, and other components of educational system, your team will learn to:
- Lead masterful sales conversations from the first introduction to winning the client and expanding the account
- Use questioning techniques to uncover the full set of client needs and desires
- Position themselves as trusted advisors during the sales process
- Balance service delivery and business development time
- Sell ideas, insights, and perspectives that influence the buyer’s agenda
- Keep the front end of the pipeline full while maintaining a practice of active clients
- Speed up the sales cycle and get your project to the top of the to-do list
- Set goals and build a personal business development plan to achieve them