Marketing and Selling Professional Services

What is it?

This course introduces the consulting sales process, and the tips, techniques and strategies that enable you to conduct it effectively. It combines theory with skills practice so that it can be applied immediately participants return to work.

What will you achieve?

You will learn who to target, identifying the work you might do together and putting forward compelling propositions.

The sessions on the course cover - through lecture and practice - the skills you need to sell your services, including:

• Handling sales meetings
• Dealing with different types of people
• Addressing client objections and concerns
• Gathering commercial intelligence

What is the course program?

• Consulting buying and selling processes.
• Promoting and marketing your services.
• Prospecting; handling the initial contact with a client.
• Dealing with different types of clients.
• Designing a proposition.
• Gathering commercial intelligence to make your proposition more competitive.
• Developing your image and impact.
• Pitching for the sale - writing proposals and making presentations.

Course length: 2 days

Framework position: process/senior.

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