Selling Skills for Professionals Part 1: Prospecting
Learn how to identify and approach potential clients
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Summary
- Reed courses certificate of completion - Free
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Overview
This course will teach you how to:
- Understand the five rules of selling professional services
- Define the criteria for target clients
- Create a cold calling script for prospecting
- Write a cold email or LinkedIn message to prospects including a strong subject line
- Understand what questions stimulate client engagement in a discussion
- Move prospects onto the next stage of the selling process
And much more!
Curriculum
Course media
Description
If you are a professional businessperson who wants to identify and develop new clients, this course is for you
This is part 1 of a two-part course on selling skills for professionals. In Part 1 I cover prospecting, that is identifying potential future clients and making the initial approach. In Part 2 of Selling Skills for Professionals I cover the sales process once you have a make contact with a potential client.
Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements which the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on.
With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. That is the purpose of this course.
On completion of the course, delegates will be able to:
- Describe the scope and purpose of sales prospecting for professional services
- Understand the five rules of selling professional services
- Develop a branding statement for themselves and their organisation
- Define the criteria for the clients they wish to target
- Appreciate the importance of client pain points and how to identify them
- Prepare materials for prospecting
- Create a cold calling script for prospecting
- Write a cold email or LinkedIn message to prospects including a strong subject line
- Understand the sorts of questions they can use to stimulate client engagement in a discussion
- Move prospects onto the next stage of the selling process
Who is this course for?
Business professionals looking to identify and develop new client connections.
Requirements
No requirements
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Certificates
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Digital certificate - Included
Will be downloadable when all lectures have been completed
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Legal information
This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.