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Selling Skills for Professionals Part 2: Making the Sale cover image

Selling Skills for Professionals Part 2: Making the Sale
ideas2action

Convert prospects into sales

Summary

Price
£19 inc VAT
Study method
Online, On Demand
Duration
2.3 hours · Self-paced
Qualification
No formal qualification
Certificates
  • Reed courses certificate of completion - Free

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Overview

If you want to know how to sell professional services successfully, this is the course for you.

The course highlights the skills you need for selling professional services and how to create a series of webinars to build prospects’ interest, covering a five-step sales process in detail:

  1. Understanding the current situation
  2. Surfacing the pain points
  3. Exploring the impacts of the pain points
  4. Shaping the future state
  5. Closing the sale

Certificates

Reed courses certificate of completion

Digital certificate - Included

Will be downloadable when all lectures have been completed

Curriculum

1
section
19
lectures
2h 19m
total

    • 1: The Purpose of Prospecting 10:22
    • 2: The Selling Professional Services Skillset 06:33
    • 3: Moving Beyond Prospecting 08:08
    • 4: Script for Webinar Follow Up Call 04:42
    • 5: No Pain No Gain 05:52
    • 6: Building a Case - Initial Diagnosis 04:45
    • 7: Building a Case - Root Causes 06:21
    • 8: Building a Case - Impacts 06:28
    • 9: Building a Case - Shaping the Future State 06:34
    • 10: Building a Case - The Gap 07:56
    • 11: Selling is About Change 08:40
    • 12: A Time to Close 07:16
    • 13: Closing at Last 06:53
    • 14: Evasion 08:24
    • 15: Handling Objections 08:33
    • 16: Specific Examples of Objections Part 1 07:37
    • 17: Specific Examples of Objections Part 2 07:10
    • 18: Aftercare 04:13
    • 19: Key Learning Points 12:20

Course media

Description

In Part 1 of Selling Skills for Professionals I covered prospecting, that is identifying potential future clients and making the initial approach. In this course, Part 2 of Selling Skills for Professionals, I cover the sales process – converting a prospect into a client.

In Selling Skills for Professionals: Part 2 Making the Sale, I look at the skills you need for selling professional services and how to create a series of webinars to build prospects’ interest. I then cover a five-step sales process in detail:

  1. Understand the current situation
  2. Surface the pain points
  3. Exploring the impacts of the pain points
  4. Shape the future state
  5. Close the sale

The course also covers why people buy professional services, and why they might not buy; and it shows how to deal with objections.

Selling professional services is not like selling a car, or solar panels. It’s about building a relationship with a prospect as a professional advisor; coaching them through the challenges facing them; and offering services tailored to their needs which will help the prospect make tangible improvements.

On completion of the course, delegates will be able to:

  • Describe a five-stage sales process for professional services
  • Identify the core skillset needed for selling professional services
  • Deploy best practice when creating webinars to engage prospects
  • Explore a prospect’s current situation on an online video call
  • Identify a prospect’s pain points and explore their root causes and impacts
  • Coach a prospect to visualise the future state they would like to get to be resolving the problems identified
  • Handle objections surfaced as the prospect moves towards closing the sale
  • Understand why people buy professional services, and why they don’t buy
  • Reduce buyer’s remorse and plan to develop the client relationship after the sale

Who is this course for?

Professionals and entrepreneurs who want to know how to sell services successfully

Requirements

No requirements

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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.

FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.
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