1
Type Speaker CPD Hours Level
6 IntroductionInformation
Accreditation Information
SRA Competency D

Introduction

Lawyers, accountants and surveyors know that it is no longer enough to have brilliant technical skills - the top performers are those who are successful in winning business from new and existing clients.

This virtual classroom session provides an introduction to selling professional services for busy fee-earners and provides insight into how to use psychology to increase your sales effectiveness.

What You Will Learn

This live and interactive broadcast will cover the following:

  • Introduction
    • Why lawyers, accountants and surveyors can be uncomfortable selling
  • Understand the sales process
    • Learn the client’s decision-making processes and buyer psychology
    • Map out the stages of the business relationship and sales process
    • Choose a sales methodology and process from the most popular on offer
  • Prepare your sales plan
    • Understand your sales pipeline and sales cycle
    • Strategy, segmentation and targeting
    • Create your sales proposition
  • Integrate with your marketing and communications
    • Integrate with marketing and lead-generation programmes
    • Manage sales and opportunities information
    • Link to pitching and tender management
  • Develop psychological selling skills
    • Conduct research to deliver client insight
    • Develop empathy, rapport and trust
    • Use non-verbal communication (NVC)
    • Understand and adapt to differences - personalities, cognitive styles, cultures
    • Nurture new relationships - move towards sales conversion
  • Apply psychological selling skills
    • Add value through commercial thinking and insight
    • Manage telephone enquiries
    • Be authentic in your communication at meetings
    • Questioning and listening techniques
    • Influencing and persuasion skills
    • Tips on negotiating and conflict management
    • Collaborative selling - working with referrers and intermediaries
  • Measure sales success
    • New business development monitoring
    • Track existing client relationship management (and plan cross-selling)
  • Summary and close

Recording of live sessions: Soon after the Learn Live session has taken place you will be able to go back and access the recording - should you wish to revisit the material discussed.

Book now

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Learn Live | 22.07.2021

N/A | 9:30am - 5:00pm


The Art of Selling Professional Services & Winning Business - Live at Your Desk

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Jul
22
2021
 
9:30am - 5:00pm

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£243
£270
£540
Group bookings
Discounts are available for multiple places. If you have 5 or more people interested in participating in this virtual learning session please email us at information@mblseminars.com for more information.

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