For many professionals, the idea of “selling” can fill them with fear. They worry they’re going to come across as unprofessional – or worse, they’re going to face rejection. They’re concerned that selling involves manipulating clients into buying things they neither want nor need.
However, selling doesn’t have to be like this. Effective selling for professionals uncovers the client’s underlying needs and motivations and establishes the professional as a trusted advisor who can help them address their challenges.
In the 90 minute Consultative Selling Skills for Professionals webinar participants will learn:
- How clients make buying decisions – and what criteria they use when hiring a professional service firm
- How to structure and plan an effective business development meeting
- When and how to use needs-based vs “point of view” selling
- How to use questions to build rapport and establish credibility
- How to uncover client needs and identify compelling client value
- How to close – without manipulative “closing techniques”
Each webinar includes 90 minutes of training. Participants can attend the webinars live and/or watch recordings (video and mp3 audio). Live attendance has the advantage of allowing participants to ask questions and interact with the trainer.
The Consultative Selling Skills for Professionals webinar costa £50 + VAT per person to attend. Alternatively, a “site licence” allows unlimited attendees at a single location to watch and participate in the webinar for £150 + VAT.
* For solicitors, each webinar counts for 90 minutes of Solicitors Regulation Authority accredited CPD. To qualify for CPD, participants must attend the live session and register their name for SRA record keeping purposes *