New self-study business development program specifically designs for selling professional services – lawyers, accountants, architects, engineers and consultants.
There was a time – not so long ago – when selling professional services was against rules of conduct or was certainly frowned upon.
The residual problem persists for professionals – selling is a struggle and a challenging career fit! Complicating the fact that professional do not like to sell is the problem that selling professional services is propounding different from selling most products or services.
Selling professional services is about establishing trust not delivering a product or service. The trust is the product and this requires a different trust-based approach.
The world has changed and the large ‘P’ Professional must fight in the marketplace with a wide range of alternative services and often cut-rate pricing. The problem for Professionals is that the training provided to deliver important and valuable skills and knowledge to the marketplace simply does not include the business skills necessary to develop a successful practice. The large firms have the power of size and reputation, however, the sole practitioner or fresh intern has few resources and no skills.
This is not uncommon with many Professionals – Lawyers, Accountants, Engineers, Architects and Pharmacists enter the business world with powerful Professional skills but little idea of how to convey those skills to potential clients. The result is that most Lawyers, Accountants, Engineers and Architects and other Consulting Professionals look, sound and act like each other and lack the ability to differentiate themselves in the marketplace.
For most Professionals the focus on knowledge and integrity does not appear to be consistent with self-promotion and selling. The result is an awkward delegation to endless networking events in the hope of discovering somebody with a problem. To add to the challenge, once the potential client is found the vast majority of Professionals completely lack the basic selling skills to support the sales process.
A major challenge facing Professionals is that the professional service delivered is often intangible:
- Why do we need to pay these level of legal fees?
- Why do I need a Chartered Account when low-cost firms deliver the same product?
- Why should I take a risk on a new Architect?
- Is it really worth it to pay a Consultant for advice?
Every salesperson must establish trust to sell the product or service but with Professionals the trust is the product. This creates a more complex selling process which is dependent on a professional who, to begin with, is uncomfortable with being part of that process.
This program has been designed specifically with Professionals in mind with a particular focus on the limited time available for marketing and selling activities and a probable discomfort with selling.
The focus of this process is to leverage credibility to establish trust, and create value to close the business. This is a subtly different paradigm from traditional selling that looks for problems and offers solutions.
This is a Large ‘P’ Professional Selling Boot Camp in a Box!
- Understanding the strengths and weaknesses of the Professional
- Managing the Professional Skills Toolbox
- Long-term sales skills development
- Establishing credibility
- Developing an environment of trust
- Developing a Professional Brand
- Maintaining integrity
- Identifying the ideal prospect
- Prospecting for new business
- Identify opportunity to establish trust
- Establishing engagement
- Creating Trust
- Becoming a trusted advisor
- Managing pricing
- Creating value / Avoid discounting
- Establishing your role within the client’s world / Close the business
- Get paid on your terms
- Nurture the client relationship
This program focuses on leveraging the strengths of the Professional persona! Professionals don’t need to become ‘salespeople’ and shouldn’t. Professional need to learn how to leverage the Professional position to establish personal branding, attract prospective clients and establish long-term client relationships.
This speciality program consists of a 134 page Field Guide Workbook and a 96 minutes MP3 Audio Program. The MP3 can be listened to on all Smartphones and Audio devices – making this program as accessible as possible for the busy professional. The Field Guild is to be used hand-in-hand with the audio program to build a personal solution. This course can be taken in a time frame to suit your schedule and can be listened to again and again as needed.
The cost of the program is £59.95 or $99.95
Order using the Paypal button below select either £ or $. Once payment is received your workbook and MP3 Audio Guide will be emailed to you within 24 – 72 hours.