Selling Consulting Services
If your business is applying know-how to help other businesses this
course will be immensely helpful to you. Whether you are a representative
who sells know-how or a consultant who delivers it; whether you run the
company or sell and deliver expertise, on this course you will gain
numerous strategies for advancing your purpose. Traditional sales skills
are inadequate on their own. You have no product to show or demonstrate.
Proving that you have the knowledge a prospect needs, may not be enough.
Join this course to learn what else you need to discover about potential
customers. Acquire new ways to present your expertise and better ways to
win trust and confidence.
Who Should Attend
If
you have responsibility for selling high value knowledge, 'know how',
concepts, or services to other people or businesses, you will find this
course valuable. Consultants and trainers who must do their own selling,
businesses offering complex solutions that depend heavily on expertise,
software vendors whose solutions involve significant customisation,
companies offering professional services, people who sell sales and
marketing services, those selling insurance, and those providing
recruitment services will all benefit from this course.
Course
Objectives
· Get the sales process started without making
cold calls
· Eliminate 'will they or won't they' and 'will we
win' uncertainty in sales situations
· Have the customer talk
about their real issues even when they would prefer not to
·
Have the customer tell you what they are really prepared to spend when
they don't want to
· Gain access to the real decision makers
when your contact insists on being the conduit
· Turn
intangible know-how or services into real products that have intrinsic
value
Course Content
Never make another cold call
Learn how to leverage the alternatives
to cold calling for new business prospecting
Choose the right
opportunities
Save precious time by identifying and eliminating
opportunities that won't happen, or you can't win, or won't be worthwhile,
early in the sales cycle
It has no substance
Five things you
must do differently to sell consulting services
Cross the trust
barrier fast
Learn nine ways to help a customer feel confident that
you are trustworthy
Consultative Selling
Find out how it
differs from solution selling and traditional sales methods
Create a
sales collaboration
Acquire techniques that cut through any 'them
and us' mentality to establish a side by side working relationship with
prospects
Establish a sales process agreement
Use this method
to agree the step-by-step progress through a sales engagement.
Prove
your Value
Study four distinct methods that increase credibility
and belief in your expertise
Executive Survey
Discover
the answers given by senior executives when asked about sales behaviour
and develop your own unique means to exhibit it
Find overlooked
treasure
Five things you can do immediately to get more sales
without selling
Market your value
How to evaluate ten options
and calculate your sales productivity index for each
Get more
referrals
Learn eight ways to set up sales referral systems that
work
