Description

Selling Skills for Professionals: Part 1 Prospecting

Course Description

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.

Key Learning Points

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

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

Curriculum

Module 1: First Principles in Selling Professional Services

Lesson 1: The Five Rules of Selling Professional Services

Lesson 2: The Five Rules of Selling Professional Services

Lesson 3: Branding

Module 2: Getting Ready to Prospect

Lesson 4: Identifying Prospects

Lesson 5: Client Pain Points and the Purpose of Prospecting

Lesson 6: Preparing to Prospect

Module 3: Making the Approach

Lesson 7: Seven Seconds to make an Impact

Lesson 8: Crafting the Message: Cold Calling

Lesson 9: Crafting the Message: Cold Email

Lesson 10: Sample Scripts for Cold Email

Lesson 11: Trigger Questions

Lesson 12: Getting Ready to Sell: The Next Stage

Lesson 13: Key Learning Points in Prospecting

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.

Ross lives in Scotland with his wife, daughter and Cocker Spaniel

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Selling Skills for Professionals - Part 1

By Ideas Into Action

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