How to Sell Value-Added Professional Services

Overview

Client Driven Selling Skills provides all the sales skills, professional service providers need, to become top rainmakers.

Discover how to:

• Qualify profitable new clients
• Up-sell and cross-sell more services
• Create a network to maximize referrals
• Uncover and develop a need for high value services
• Sell high margin business
• Dramatically increase your closing ratio
• Out-think and out-flank your toughest competition.

Client Driven Selling Skills - 3 Days

1. How do Buyers of Professional Services Think?
   Why do customers buy?
   How do customers make decisions?
   
   
2. Establishing Credibility With Your Clients
   Selling and positioning your service
   Creating favorable first impressions
   Turning suspicion intro trust
   Reading and influencing your customer's body talk
   How to speak your customer's language
   Positioning your expertise.
   
   
3. Uncovering and Developing Client Needs
   The critical importance of questions
   High impact questions that sell
   How to use questions to turn problems into needs
   How to develop needs that you can satisfy.
   
   
4. Presenting and Demonstrating Your Solution
   Matching features and benefits to your customer's needs
   The relative impact of features and benefits
   Benefits that really sell
   Making the customer part of the solution.
   
   
5. Managing the Sales Message
   How to create persuasive messages
   What type of sales proof enhances persuasion
   Why most benefits don't sell
   What types of benefits persuade people to agree.
   
   
6. Creating Vivid, Memorable and Graphic Messages
   How to create vivid sales messages
   Using the power of metaphors and anecdotes
   Why case studies are more powerful than statistical information
   Using graphics for maximum effect.
   
   
7. The Power of Words
   The vocabulary of persuasion
   How words interact with our minds and emotions
   Positive words that sell
   Negative words to be avoided
   How to give words added value
   Power words and statements that strengthen your presentations.
   
   
8. Structuring a Persuasive Sales Message
   When to use one and two sided messages
   How to order your points in the most powerful sequence
   Deciding when it's appropriate to use soft sell / hard sell approaches
   Closing your presentation for maximum effect.
   
   
9. Getting inside Your Client's Mindset
   Uncovering your customer's attitudes
   Uncovering your customer's beliefs and biases
   How listeners assess and frame issues
   How the assimilation and contrast effects distort and affect judgment.
   
   
10. Creating a Competitive Edge for Your Service
    How do customers choose between competitors?
    Influencing your customer's choice
    Establishing a winning edge
    Selling the your practice premium.
    
    
11. Resolving Client Concerns
    Anticipating and preventing objections
    Handling objections.
    
    
12. Closing the Sale
    Why traditional approaches don't work
    Detecting customer buying signals
    The four step closing process.