Selling Skills for Professionals: Part 2 Making the Sale

Selling Skills for Professionals: Part 2 Making the Sale, available at $19.99, with 19 lectures, and has 5 subscribers.

You will learn about 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 This course is ideal for individuals who are Professional advisers or Business professionals or Students of professional qualifications or Professionally qualified individuals aiming to attract new business It is particularly useful for Professional advisers or Business professionals or Students of professional qualifications or Professionally qualified individuals aiming to attract new business.

Enroll now: Selling Skills for Professionals: Part 2 Making the Sale

Summary

Title: Selling Skills for Professionals: Part 2 Making the Sale

Price: $19.99

Number of Lectures: 19

Number of Published Lectures: 19

Number of Curriculum Items: 19

Number of Published Curriculum Objects: 19

Original Price: $22.99

Quality Status: approved

Status: Live

What You Will Learn

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

Who Should Attend

Professional advisers
Business professionals
Students of professional qualifications
Professionally qualified individuals aiming to attract new business

Target Audiences

Professional advisers
Business professionals
Students of professional qualifications
Professionally qualified individuals aiming to attract new business

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. I recommend taking Part 1 of Selling Skills for Professionals before undertaking this second part.

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.

Course Curriculum

Chapter 1: Module 1: The Foundations for Selling Professional Services

Lecture 1: The Purpose of Prospecting

Lecture 2: The Selling Professional Services Skillset

Lecture 3: Moving Beyond Prospecting

Lecture 4: Script for the Webinar Follow-Up Call

Chapter 2: Module 2: Building a Case for the Sale

Lecture 1: No Pain No Gain

Lecture 2: Building a Case: Initial Diagnosis

Lecture 3: Building a Case: Root Causes

Lecture 4: Building a Case: Impacts

Lecture 5: Building a Case: Shaping the Future State

Lecture 6: Building a Case: The Gap

Chapter 3: Module 3: Closing the Sale

Lecture 1: Selling is about Change

Lecture 2: A Time to Close

Lecture 3: Closing (At Last)

Chapter 4: Module 4: Evasion and Objections

Lecture 1: Evasion

Lecture 2: Handling Objections

Lecture 3: Specific Example of Objections Part 1

Lecture 4: Specific Example of Objections Part 2

Chapter 5: Module 5: After the Sale

Lecture 1: Aftercare

Lecture 2: Key Learning Points

Instructors

Ross Maynard
Process Improvement Specialist

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