Selling Skills for Professionals: Part 2 - Making the Sale

Description

Selling Skills for Professionals: Part 2 Making the Sale

Course Description

Copyright Ross Maynard 2021

Course Description

Welcome to Selling Skills for Professionals: Part 2 Making the Sale.

In Part 1 of Selling Skills for Professionals I covered prospecting, that is identifying potential future clients and making the initial approach. In this course, Part 2 of Selling Skills for Professionals, I cover the sales process – converting a prospect into a client.

In Selling Skills for Professionals: Part 2 Making the Sale, I look at the skills you need for selling professional services and how to create a series of webinars to build prospects’ interest. I then cover a five-step sales process in detail:

1. Understand the current situation
2. Surface the pain points 
3. Exploring the impacts of the pain points
4. Shape the future state 
5. Close the sale

The course also covers why people buy professional services, and why they might not buy; and it shows how to deal with objections.

Selling professional services is not like selling a car, or solar panels. It’s about building a relationship with a prospect as a professional advisor; coaching them through the challenges facing them; and offering services tailored to their needs which will help the prospect make tangible improvements.

If you want to know how to sell professional services successfully, this is the course for you.

I hope you enjoy the course.

Key Learning Points 

On completion of the course, delegates will be able to:

• Describe a five-stage sales process for professional services
• Identify the core skillset needed for selling professional services
• Deploy best practice when creating webinars to engage prospects
• Explore a prospect’s current situation on an online video call
• Identify a prospect’s pain points and explore their root causes and impacts
• Coach a prospect to visualise the future state they would like to get to be resolving the problems identified
• Handle objections surfaced as the prospect moves towards closing the sale
• Understand why people buy professional services, and why they don’t buy
• Reduce buyer’s remorse and plan to develop the client relationship after the sale

Curriculum

Module 1: The Foundations for Selling Professional Services

Lesson 1: The Purpose of Prospecting

Lesson 2: The Selling Professional Services Skillset

Lesson 3: Moving Beyond Prospecting

Lesson 4: Script for the Webinar Follow-Up Call

Module 2: Building a Case for the Sale

Lesson 5: No Pain No Gain

Lesson 6: Building a Case: Initial Diagnosis

Lesson 7: Building a Case: Root Causes

Lesson 8: Building a Case: Impacts

Lesson 9: Building a Case: Shaping the Future State

Lesson 10: Building a Case: The Gap

Module 3: Closing the Sale

Lesson 11: Selling is about Change

Lesson 12: A Time to Close 

Lesson 13: Closing (At Last)

Module 4: Evasion and Objections

Lesson 14: Evasion

Lesson 15: Handling Objections

Lesson 16: Specific Example of Objections Part 1

Lesson 17: Specific Example of Objections Part 2

Module 5: After the Sale

Lesson 18: Aftercare

Lesson 19: Key Learning Points

Pre-Course Requirements

There are no pre-course requirements

Additional Resources

None

Course Tutor

Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses.