Course Overview
If your business is applying know-how to help other businesses this course will be immensely helpful to you. Whether you are a representative who sells know-how or a consultant who delivers it; whether you run the company or sell and deliver expertise, on this course you will gain numerous strategies for advancing your purpose.
Join this course to learn what else you need to discover about potential customers. Acquire new ways to present your expertise and better ways to win trust and confidence.
Audience
You will find this course useful if you have responsibility for selling high value knowledge, 'know how', concepts, or services to other people and businesses, especially if you are a:
- consultant or trainer who does their own selling
- business offering complex solutions that depend heavily on expertise
- software vendor, whose solutions involve significant customisation
- company offering professional services
- sales person selling sales and marketing services
- sales person in insurance sales
- sales person in recruitment services
Skills Gained
By completing this course you will lean the skills to:
- Explain the difference between selling 'know how' and selling products
- Learn how to uncover and articulate the real issues
- Filter out time wasting projects that won't happen
- Have more prospects contact you
Examinations
N/A
Prerequisites
None
Course Outline
Understand sales excellence
Identify your critical success factors and prioritise development.
Know the difference
Five things you must do differently to sell consulting services.
Develop trust faster
Learn nine ways to help a customer feel confident that you will deliver what you say you will.
Prove your Value
Learn four distinct methods for helping your customer believe in your know-how.
Discover what they want
Learn about the sales knowledge and behaviour most valued by senior executives
Get a CLEAR advantage
Use CLEAR to uncover the real issues and have prospects teach you how to sell to them.
Do the right things
Save your precious time by identifying and eliminating opportunities that won't happen, or you can't win, or won't be worthwhile, early in the sales cycle.
Make follow ups easy
Learn how to turn the post proposal fog into a sales collaboration.
Find overlooked treasure
Five things you can do immediately to get more sales without selling.
Market your personal value
How to evaluate ten options and calculate your sales productivity index for each.
Get more referrals
Learn eight ways to set up sales referral systems that work.
