Professional Services Sales Training Courses B2B – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential.
Our sales training for professional services is tailored to your specific needs, whether that’s 121 business development and coaching or a more group or department wide sales training – speak to Carol on 0779 002 1885 to find a sales growth and business development solution to help your consultants, associates and technical team
Sales Training for Professional Services
Like many of our professional service clients you’ll be a unique provider…although, at first glance, your target market might not realise that….which means differentiation and being able to create space between you and your competitors might be something we focus on.
You may also be working within restrictions your professional bodies might impose.
But one thing is clear, you’ll be an expert in your field, probably carrying a number of client relationships, perhaps leadership and management responsibilities…plus you need to bring in business.
That is why, when working with Morton Kyle, we’ll help you identify and capitalise on the revenue streams, opportunities and channels that will help you fulfil your sales and business development obligations without compromising your time commitments in other areas.
Sales Training for Professional Service | Opportunities Are Everywhere
Today, most everyone in a client facing role, from partner, to free earner, from associate to client support, from service engineer and project manager to technical executives will all find themselves, to a greater or lesser degree, in a revenue protection or revenue creation role.
Being aware of those day to day opportunities – those client interactions – where this is possible is often our starting point. In our sales training courses for professional services, attendees are often amazed at the everyday opportunities available to them to build business development opportunities.
Consulting and Professional Services Sales Training – Sales and Business Development Training Designed for Skilled Experts in Legal, Insurance, Consulting, Technical Accountancy and Advisory
The range of business develop and sales training options for professional services is broad.
All sales training is geared to be highly consultative – our business development and sales improvement courses are designed to increase revenue and relationship opportunities over a very short period by simply focusing on the key areas that have a direct relationship with your firm’s success.
If you fear that business development is about to take over your day – that won’t happen, discover how you can increase client numbers, find new opportunities without becoming ‘salesy’ or losing control of your diary!
Consulting and Professional Services Sales Training Modules
Available modules are as follows, just pick the ones you want:
- What Does Sales Success Look Like?
- Identifying Ideal Prospect Targets
- Dealing with Sales Prevention Situations
- What Are You Selling?
- Why Should The Buyer Listen To You?
- Creating A Powerful Sales Pipeline – Data, Information, Knowledge, Wisdom, Power
- Psychology Of Buying – The Buyers Perspective
- What Is The Buyer Looking For?
- Sales Call Structure – The Holistic View To Selling Consultancy Services
- The Objection Free Pitch – Selling The Solutions
- Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
- Responding To Different Resistances To Change
- Creating Urgency In The Sales Process
- Checking and Reinforcing Commitment To Buy
- Understanding The Money Question
- Cross Selling And Up Selling
- Active Listening Skills
- Testing The Pitch
- Create And Use The Buying Signals
- Summarising Your Understanding
- Selling Their Motivations Back To Them
- Handling Prospect/Customer Questions
- Trial Closes
- Gaining In Principal Decision To Commit
- Selling The Price
- Asking For The Order
- Price Negotiation
- Using Influence and Persuasion Skills
- Building Referral Networks
- Using The Sales Pipeline Model
- Gaining Success With Different Buyer Types
- Creating Certainty In The Sales Cycle/Forecast
- Self Motivation/Goal Setting
- Creating Winning Sales Proposals
- Getting The Purchase Order Signed
Professional Services Sales Training Courses in B2B Organisations means – Sales Success – More Sales – Shorter Sales Cycles – Higher Margins – More Referrals – Stronger Pipelines…
You can achieve all of this with our sales training for professional services course…
Sales Training for Professional Services | Course Outcomes
Having attended Sales Training for Professional Services, depending on the modules you select, you will be able to:
- Quickly establish common ground with key influencers and decision makers
- Have a compelling, persuasive and logical sales presentation
- Conduct a commercial sales based conversation with any targeted prospect
- Quickly establish if there are any commercial opportunities, when, budget, process
- Move from sales person to trusted industry expert
- Build rapport and gain the confidence of the key buyer(s)
- Structure logical and relevant questions
- Work with the buyer(s) to establish and explore the scope of their current service provider
- Identify points of weaknesses in their current provision
- Guide the buyers(s) thinking towards blue sky solutions
- Explore the cost and impact of the current weaknesses and gaps
- Structure relevant solution(s)
- Challenge the buyers thinking
- Use influencing skills to trial close
- Deal with the budget question without causing a negative impact
- Sell your propositions based on the value delivered
- Speak knowledgeably about the life value of the product or service, not just the cost
- Explore costs and value as part of the same conversation
- Fluently establish the costs of remaining with the current provider
- Sell the price
- Handle objections
- Deal professionally with incumbent relationships
- Ask for the business
- Gain an in principal decision to buy before you leave
- Create urgency in the sales process
- Establish a stead stream of cross business referrals – internal and external
- Build networks
- Seek referrals from all prospects/customers
- Build, maintain and account manage a sales pipeline
- Create certainty in your sales forecast
- Design and deliver sales proposals that will make it easy for the buyer to say yes
Sales Training for Professional Services Includes
- Pre training telephone consultation with each attendee and the team manager
- Post training sales call structure design and review
- Unlimited telephone support for 60 days post session
Sales Training for Professional Services | Duration
Depending on the modules you select, and the mode of delivery – classroom, online, via sales coaching or 121 sessions, we will agree a tailored schedule of work for your business based on existing skill sets, your industry sector and specific challenges.
Our Professional Services Sales Training B2B Course modules will help anyone working within a professional services firm, at whatever level, from senior partners to junior level support staff and new associates.
To find out more about this sales training course and how it will work for the professionals within your firm, call Carol on 0779 002 1885 for an informal chat.
Professional Services Sales Training Courses whether you’re in the field of consulting or professional services – join us and discover how you can increase your client base and billings without becoming salesy or feeling awkward – plus remove departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firm’s revenue potential.
With so much information available about how to improve sales, the best sales method, how modern buyers want to buy, what sales process to use…and with all that input then it’s often tough to know where to start if you want better sales results.
That’s why we create CLARITY from CONFUSION!
With our holistic approach to improving B2B sales performance, my clients can see an immediate uplift in sales outputs because we only focus on the elements of your sales function that are dragging your sales results down!
There is nothing hit and miss with our sales improvement interventions – whether that’s sales coaching, sales training or sales strategy.
What does that mean for you? Faster progress, less time, fewer changes, less friction, smoother transition from the old to the new.
Don’t get bogged down in out the box sales solutions and ‘hit and run’ sales training – you’re closer than you think to getting the sales results you want, you don’t need to start from scratch.
So, what’s your sales challenge?
Let’s chat!