Selling Skills for Professionals Part 1: Prospecting

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• Selling Skills for Professionals Part 1: Prospecting 1:11:28

  • 1: Intro: Selling Skills for Professional Prospecting 02:45
  • 2: Introduction Agenda: The Five Rules of Selling Professional Services 07:35
  • 3: The Five Rules of Selling Professional Services 09:35
  • 4: Branding 09:03
  • 5: Identifying Prospects 05:58
  • 6: Client Paint Points and the Purpose of Prospecting 06:22
  • 7: Preparing to Prospect 06:35
  • 8: Seven Seconds to Make an Impact 08:06
  • 9: Crafting the Message: Cold Calling 09:43
  • 10: Crafting the Message: Cold Email 05:46

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

Business professionals looking to identify and develop new client connections.

No requirements

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