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
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
Requirements
This is Part 2 of Selling Skills for Professionals. Although not mandatory, learners are advised to take Part 1 "Prospecting" before undertaking this course
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 situation2. Surface the pain points3. Exploring the impacts of the pain points4. Shape the future state5. Close the saleThe 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 this course is for
Professional advisers
Business professionals
Students of professional qualifications
Professionally qualified individuals aiming to attract new business
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