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Selling
Professional Services:
A Solutions Approach
Who will
survive during economic pressures, marketplace demands, changing
client expectations -- the "order taker" or the "solutions
provider"? Selling professional services has never been
more competitive.
In Selling Professional Services: A Solutions Approach,
NV will provide the tools and techniques to help you achieve
stronger sales performance and productivity, to build strong
client relationships and to foster "services" solutions
selling!
Our audience -- sales, recruiters, managers and all personnel
who impact staffing and client development. Through this one-day
interactive seminar, using role play and case study workshops,
you will learn strategies to help you with the following:
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| The
Success of a Salesperson: |
- Why
do salespeople fail? Learn how to stop repeated errors.
- Understand
client buying motivators to implement better selling
techniques.
- Control
the Process -- Set and manage expectations to eliminate
surprises and keep the sale moving forward.
- Prevent
"speed-bumps" that cause client delays in
the staffing process, i.e., submittal response time,
interview feedback, etc.
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| Generate
Leads and Make Those Calls: |
- Build
a prospecting plan to uncover more sources and to generate
more leads.
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Differentiate yourself from your competitors. Learn
how to increase the effectiveness of your calls to get
clients interested in an exchange of conversation.
- Use
Call Guide tools and techniques to qualify and prioritize
prospects to convert opportunities to closed business.
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| Sharpen
Your Selling Skills: |
- Are
you "telling" or are you "selling"?
You will develop informed questioning techniques for
more active solutions selling.
- Learn
how to get the client to WANT to give you more details
on the job requisition.
- Presenting
solutions -- Learn how to address client needs through
the benefits they will derive from your recommendations.
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| Address
Objections, Negotiate and CLOSE |
- Use
NV's EAGLE method to address, even prevent, objections.
- Learn
to negotiate value, not price, for more profitable business.
- Getting
to YES -- Learn techniques to Close more sales.
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| Grow
the Business |
- Open
new accounts and penetrate existing accounts -- Use
account development strategies to sell to a wider and
higher client base.
- Learn
a "Client Opportunity Model" to assess business
opportunities for today and future growth.
- Increase
revenue and profitability by applying High-Production
Planning Tools to achieve and exceed your goals and
increase your income.
- Learn
to manage and prioritize your time and territory effectively.
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| NV's
Secrets for Selling Professional Services |
- Learn
the secrets that helped NV become a top,
$6 million/yr. producer of Professional Services.
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