A training course designed to help professional services organisations sell products and solutions more effectively.

Why institute a sales culture?

Organisations know that selling their services requires much skill and effort. They recognise that their solutions are often technically complicated and have very specific applications. They are aware that their services are sold to organisations that have a complex buying process made up of buyers from different parts of the organisation, and they are aware that the cost of winning new clients is generally more expensive than gaining repeat business from existing ones. This kind of selling environment needs a service that makes the selling of professional services more effective.

How can we help?

Selling Professional Services is a two-day interactive training course with plenty of casework centred on the organisation’s services and markets’ needs. It is designed to give an understanding of the sales process and help organisations improve the number of new client wins by:
• gaining an understanding of complex buying processes;
• establishing decision making criteria;
• techniques for competitive analysis;
• identifying buyers needs;
• effective questioning techniques; and
• overcoming objections.

How will you benefit?

Selling Professional Services provides professionals with the skills, tools and processes needed to improve sales effectiveness. This strengthens the overall business development strategy and helps to mitigate the chances of failure in an environment where the cost of sale is very high.

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