Over View

Most professionals—consultants, engineers, lawyers, accountants, IT services providers, and other professional service providers—don’t enter their chosen career so they can spend their days selling, they simply want to solve problems, unfortunately selling cannot be ignored for services to be useful to anyone. Services cannot be shelfed so people can check them out, choose one and pay in exchange for value. If products and services sustain fundamental differences, then the selling of services would require certain intricacies. Your Service is your Product and its time to productize your services and sell successfully. This program has been designed to provide solutions to the known and unknown challenges of Marketing and Selling Services.

Value Proposition

At the end of this training participants will learn:

  • Lead masterful sales conversations from the first introduction to winning the client and expanding the account
  • Use questioning techniques to uncover the full set of client needs and desires
  • Position themselves as trusted advisors during the sales process
  • Sell ideas, insights, and perspectives that influence the buyer’s agenda
  • Set goals and build a personal business development plan to achieve them
  • Manage objections that are peculiar to purchasing services
  • Re-organize their sales program to achieve optimum results
  • Expand their offerings with clients from solutions perspective

 

Module/Units

D.I.S.C. Personality Analysis

Module 1. Elements of  Marketing and Sales

Module 2: Service Marketing Mix

Module 3: Determining Quality in Your Services

Module 4: Defining and Defending your Offerings

Module 5: Lead Generation and Management

Module 6: Prospecting for Services

Module 7: Managing Meeting and Presentation for Professional Services

Module 8: Qualifying Customers needs for Customization

Module 9: Handling Service Objections

Module 10: Service Portfolio Management

Module 11:Marketing and Sales Plan for Professional Services

Module 12 : Selling with Emotional Intelligence

 

Who can attend?

Sales, Marketing and Business Development Personnel in Professional Service Industry

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  • 2 days
  • 30 SEATS
  • Course Certificate
65 STUDENTS ENROLLED
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