Description

How to get training material on sales skills within professional services companies

In a world of sales skills, we need to live and breathe training to generate results continually.

Most of us, indeed, tend to forget the need to offer sales skills courses within professional services companies.

Sometimes it seems like these businesses like accountants, lawyers, and business consultancy firms and so many more are just not as actively involved in selling as others.

However, the reality is that these companies exist to sell services.

And when we gain this awareness, we all can see opportunities for development.

We can provide you with pre-written and customizable training course material on sales skills.

Let’s explore what content you will receive and how best to use this material.

Deliver a solution

The relationship between professional services companies and sales skills can always feel a bit complicated. This confusion is typically down to a mistaken stereotype and a traditional perspective that selling relates to selling products. However, people working in these companies also need to sell more to stay competitive.

You may have already been thinking for days, weeks, or even months on how to get training material. Maybe you’re just unsure what content to include, your choice of exercises, your experience, or are uncertain of the needs of your audience.

With pre-written content, you can deliver this course to individuals that need to sell as part of their role within these companies.

Read on to explore what you’ll receive and how these course materials can be delivered.

Target audience

The Sales Skills training program targets all staff responsible for selling and sales within professional service organizations. All line staff, supervisors, owner-managers, and business managers will find this course particularly useful.

Learning objectives

Upon completion of this training course, your participants will be able to:

– Identify the main obstacles that can block sales

– Understand the nature of selling viewed as a process

– Understand a range of sales techniques

– Use these techniques to build an effective sales process

– Deliver better sales results

What you get

You will instantly receive the following training course materials to deliver your own sales training courses:

• 79-page participant manual
• 106 powerpoint slides
• Practical exercises
• Further reading
• Course evaluation form
• Action plan

Bonus free training course materials

You will also receive the following free training guides:

• Training icebreakers
• How to select training materials
• Training games
• How to increase participation
• Learn to improve your questioning skills
• How to improve your listening skills
• Learn how to deal with difficult people
• How to evaluate training courses

Course outline

What is selling – With the proper skills, sales situations won’t feel so overwhelming and challenging for your audience. Of course, there will always be situations where people won’t place orders or buy from them. Unfortunately, there’s no way to guarantee 100% sales. However, with a heightened awareness and some great techniques, your audience can maximize results.

One of the best ways to improve the skills of your audience is to use the content provided to discuss the concept of selling professional services. Next, there’s no better way to step inside the mind of your audience than by exploring the reasons why people don’t buy.

During this first section, we suggest that you share your perspectives on selling within professional service companies. Your experiences and reflections will make the content more meaningful to your audience. And, to put it simply, this form of storytelling will help your audience to get the maximum benefit from the material presented.

The selling equation – The best way of sharing some essential truths on sales with your audience is to use the content provided to highlight the selling equation. When we find ourselves discussing this equation with an audience, we share the fundamental equation of selling within professional service companies:

Activity x Skill x Attitude = Results

In this instance, activity relates to the number of clients visited and the number of proposals generated. Skill, on the other hand, is the ability to convert proposals to sales. Attitude is the professional and enthusiastic approach that is applied. And results are the number of sales generated.

We’re talking about generating an excellent mental framework for your audience so that they can be more productive and confident at selling services.

Managing first impressions – With the anticipation of sales upon your audience, it’s a perfect time to start talking about the critical role of managing first impressions. Traditionally, managing first impressions is down to the appearance of those trying to make a sale and the behavior that they exhibit. As with the overall image of the company, there needs to be a marriage between these two factors.

Spending quality time with a client is vital to make first impressions as healthy as possible and to get the sales process off to a great start. Use the content also provided to explore how to influence buying decisions. Take charge in this space will help your audience reframe how others may be approaching buying decisions.

Stages of a sales call – Think about all those times that you’ve received a sales call or had to make one yourself. They can be challenging for all concerned. Now is the time in the course to use the content to discuss the stages of the sales call. All successful salespeople have strategies of rules of thumb that they will follow.

Many of us will have a set of techniques or necessary steps that we use to make a sales call. Use the material provided to share one such technique known as the AIDA Formula. Typically, the person that wants to convert a sale will gain the attention of the customer; they then build the customer’s interest in the service available to create desire for the service and then moves to get the customer to take action and buy the service.

For best results, then use the content provided to explore presentation skills. And, the concept of believability which involves using specific action-oriented and results-oriented statements, to build towards a customer-focused solution.

Communication skills – Sales skills are about communication — about gathering information and in the process, delivering solutions to meet the need of a customer. Use the content provided to explore these core sales skills, including:

– Getting information
– Questioning skills
– Powerful words for questions
– Pitfalls in questioning
– Listening skills
– Active listening

Client expectations – Not being aware of client expectations is a sure sign that your audience is not yet ready to close sales situations with any sense of certainty. It may be they are not aware of how to handle client questions, wants, and needs. They may not be in a position to identify features and benefits. Similarly, they could be unaware of how to use transitions, and they may not know how to handle objections. This is something we frequently hear from clients that sell over the phone.

Many people think you have many years of experience to be productive in these areas. However, you can use the content provided to share vital information that will help your audience jump ahead.

Documents – Another characteristic of highly successful salespeople is their capacity to maximize documentation. Some individuals that are new to sales can find this challenging as they are simply unsure of how to complete this task. And, often, when we don’t know how to do something, we can avoid it. Successful salespeople typically don’t run away from situations at the risk of losing a sale. Use the content provided to outline a useful approach known as the client record card. Then, explore how to craft a proposal. And, discuss buying signals and the role of price.

Closing the sale – Now, just because up to this point, your audience will have learned a lot about selling, it doesn’t mean they’re always going to hit a home-run. In this final section, use the content to explore effective closing techniques. No matter how much they have improved, your audience just must learn to ‘close the sale.’ These days, we hear a lot of companies looking to build these skills within their leadership development training courses.

If ignored, they simply won’t deliver results, and all this focus will be a waste. Be sure to reassure your audience that they shouldn’t overthink things as people don’t buy for many reasons also.

There’s no better way to start to bring the course to an end than by using the content provided to explore the critical role of non-verbal communication. There’s plenty of more content provided to discuss aspects like the use of eye contact, personal space, and how not to lose a sale.

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