The Art and Science of Selling Professional Services - Live at Your Desk

Introduction

Lawyers, accountants, and surveyors know that it is no longer enough to have brilliant technical skills. Top performers are those who are successful in winning business from new and existing clients. This requires skills and confidence in selling.

This virtual classroom session provides an introduction to selling professional services for busy fee-earners. It provides insight into how to use psychology to increase your sales effectiveness. It outlines the basic skills and tools you will need to become confident and successful at professional selling.

What You Will Learn

This live and interactive broadcast will cover the following:

• Introduction
• Why lawyers, accountants, and surveyors may be uncomfortable selling
• Sales challenges in professional services
• Dispel the myths about selling
• Latest research on effective professional services sales approaches
• Understand the buying and sales processes
• Understand buyer psychology and the client’s decision-making process
• Map out the stages of the business relationship and sales process
• Choose a sales methodology
• Integrate with marketing and communications
• Understand how to use your firm’s thought leadership
• Integrate with awareness and lead-generation programmes
• Enhance your networking skills
• Support pitches and tenders
• Prepare your sales plan
• Understand your sales pipeline and sales cycle
• Develop a strategy using segmentation and targeting
• Hone your personal brand and sales proposition
• Develop psychological selling skills
• Conduct research to develop rapport and deliver client insight
• Develop empathy, rapport and trust
• Use non-verbal communication (NVC)
• Understand and adapt to differences - personalities, cultures etc.
• Nurture new relationships - move towards sales conversion
• Apply practical selling skills
• Be authentic in your communication at meetings
• Use questioning and listening techniques
• Add value through commercial thinking and insight
• Enhance your influencing and persuasion skills
• Convert telephone enquiries
• Plan your next steps and follow up
• Understand the Decision-Making Unit (DMU)
• Use collaborative selling - work with referrers and intermediaries
• Measure sales success
• Manage your network, prospect and client information
• Monitor your new business development pipeline
• Develop existing client (and referrer) relationships (and plan cross-selling)
• Summary and action planning

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.