Most partners and professionals could get much better business development results through a slightly more structured approach that is effective without being pushy. This session covers:
- Structuring a selling process suited to you, your services and your clients.
- Why the fact-finding phase is the most important, what you need to know and how to find out.
- Using ‘high-gain’ questions to help clients recognise the value you can provide.
- Answering the question ‘what do you do?’ in a way that turns people on not off.
- Combining features, benefits and success stories into a compelling proposition that is highly convincing.
- Cultivating client relationships by thinking entrepreneurially.
- When and how to use handouts and visual aids.
- Handling questions, objections and put offs like ‘we will think about it’.
- Why ‘closing’ techniques do not work with professional services and what to do instead.
- Minimising fee pressures through a questioning sequence that helps clients recognise the true value of your services.
- Networking in a no pressure, low stress way that is totally professional and non-pushy.
During the programme and beyond you will be given access to tips, templates and other resources as reminders and to help implement points covered in the programme.
At any point, you can optionally request a one-to-one discussion with the trainer Phil Gott.
Click the box above to register and pay for yourself or colleagues to complete this programme.
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