Selling Skills for Professionals: Part 1 Prospecting

Selling Skills for Professionals: Part 1 Prospecting, available at $19.99, has an average rating of 4.7, with 13 lectures, based on 56 reviews, and has 4006 subscribers.

You will learn about Describe the scope and purpose of sales prospecting for professional services Understand the five rules of selling professional services Develop a branding statement for themselves and their organisation Define the criteria for the clients they wish to target Appreciate the importance of client pain points and how to identify them Prepare materials for prospecting Create a cold calling script for prospecting Write a cold email or LinkedIn message to prospects including a strong subject line Understand the sorts of questions they can use to stimulate client engagement in a discussion Move prospects onto the next stage of the selling process This course is ideal for individuals who are Business professionals or Students of business or Professionally qualified individuals It is particularly useful for Business professionals or Students of business or Professionally qualified individuals.

Enroll now: Selling Skills for Professionals: Part 1 Prospecting

Summary

Title: Selling Skills for Professionals: Part 1 Prospecting

Price: $19.99

Average Rating: 4.7

Number of Lectures: 13

Number of Published Lectures: 13

Number of Curriculum Items: 13

Number of Published Curriculum Objects: 13

Original Price: $22.99

Quality Status: approved

Status: Live

What You Will Learn

Describe the scope and purpose of sales prospecting for professional services
Understand the five rules of selling professional services
Develop a branding statement for themselves and their organisation
Define the criteria for the clients they wish to target
Appreciate the importance of client pain points and how to identify them
Prepare materials for prospecting
Create a cold calling script for prospecting
Write a cold email or LinkedIn message to prospects including a strong subject line
Understand the sorts of questions they can use to stimulate client engagement in a discussion
Move prospects onto the next stage of the selling process

Who Should Attend

Business professionals
Students of business
Professionally qualified individuals

Target Audiences

Business professionals
Students of business
Professionally qualified individuals

Welcome to Selling Skills for Professionals: Part 1 Prospecting.

If you are an accountant, a lawyer, a consulting engineer, a surveyor, an actuary, a management consultant, an events organiser, an HR professional or any other form of professional businessperson, and you need to identify and develop new clients, then this course is for you

This is part 1 of a two-part course on selling skills for professionals. In Part 1, I cover prospecting, that is identifying potential future clients and making the initial approach. In Part 2 of Selling Skills for Professionals I cover the sales process once you have a make contact with a potential client.

Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements which the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on.

With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. That is the purpose of this course.

I hope you enjoy the course.

Course Curriculum

Chapter 1: Module 1: First Principles in Selling Professional Services

Lecture 1: The Five Rules of Selling Professional Services Part 1

Lecture 2: The Five Rules of Selling Professional Services Part 2

Lecture 3: Branding

Chapter 2: Module 2: Getting Ready to Prospect

Lecture 1: Identifying Prospects

Lecture 2: Client Pain Points and the Purpose of Prospecting

Lecture 3: Preparing to Prospect

Chapter 3: Module 3: Making the Approach

Lecture 1: Seven Seconds to make an Impact

Lecture 2: Crafting the Message: Cold Calling

Lecture 3: Crafting the Message: Cold Email

Lecture 4: Sample Scripts for Cold Email

Lecture 5: Trigger Questions

Lecture 6: Getting Ready to Sell: The Next Stage

Lecture 7: Key Learning Points in Prospecting

Instructors

Ross Maynard
Process Improvement Specialist

Rating Distribution

1 stars: 0 votes
2 stars: 1 votes
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4 stars: 2 votes
5 stars: 53 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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