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  Consultative Solution Selling for Professionals Consultants and Thought Leaders COURSE PROFILE  

In the world of fast moving technology coupled with increasing competition and a more deregulated environment, the need for professionals, consultants, thought leaders and technical people to sell their services and products into the market has risen sharply.

No longer is a high level of professional or technical knowledge sufficient to succeed.

This program concentrates specifically on the consultative or ‘solution-selling' concepts and techniques appropriate to the professional world. It examines the essential elements of consultative relationship selling and the approach necessary to prove the value of your solutions to your existing and prospective clients.
 
You will learn...

  • The Marketing/Selling "Climate" for professionals/consultants/thought leaders
  • Marketing/Selling skills appropriate to the professional/consultant/thought leader
  • Business building for Professionals but managing the "s" word ….selling!
  • Buyer motivation and key drivers
  • Advanced Questioning Strategies for Professionals that are way beyond open and closed questions
  • Communication skills in Solution Selling
  • Presenting and differentiating your solution
  • Proving the value of your services or solution
  • Handling negative responses from your clients
  • Obtaining key commitments
Program outcomes
As a result of attending this program you will benefit by:
  • Effectively managing new opportunities to grow fees and revenue from your existing clients and generate new business
  • Understanding the techniques of solution and/or concept selling
  • Align your questioning and listening strategy to powerfully identify hidden needs and requirements that the client has.
  • Differentiate your firms' exclusive features and benefits.
  • Understand the real issues and concerns behind objections and handle them effectively.
  • Enhance the confidence of your clients to continue to buy from you and your firm
Workshop Design
The program is a fast paced and interactive training program that has a strong emphasis on customised activities and skills practice and feedback. This program includes, but goes beyond, Relationship Selling to cover the more complex solutions that Professionals market and sell.
Who should attend?
Professional people such as consultants, professionals, coaches, business service providers, thought leaders, accounting or legal practitioners, engineers of all types, technicians in health-care or other areas - in fact, anyone who provides their clients with intangible or conceptual solutions as well as technical or complex solutions.
What others say

"I believe this program will help me in selling our added value services. I will use the questioning strategies on an everyday basis to help me understand our client's needs much more effectively"
Lindsay Rankin

"I feel re-invigorated in my attitude to clients and I have skills to put in place a more structured approach. I am more aware of the need to communicate and listen to clients and broaden horizons."
Mike Gamola

"Very worthwhile course, has highlighted bad habits and given ways to correct them. I will focus more on open questioning which will help with answering all objections fully. The course highlights that our growth targets are achievable with a few changes to the ways we manage our activity."
Richard Harris
ENQUIRE TODAY
To obtain more information on how you can have this training delivered to your people please contact us.
    © 2012 Walk at Jara