Seminar Outline:
Recent economic swings and changes in technology have forced the professional
services industry to deal with rapid changes in their environment. During the
halcyon years of the late 90s, just as software and hardware companies
flourished thanks to a limitless flow of venture capital, professional services
firms flourished as customers demanded and gladly paid for assistance with
product implementations and customization services. When the bubble burst, the
industry took a turn for the worse while consolidation, bankruptcy and
downsizing consumed even the largest market leaders. Yet, despite these
unpredictable economic conditions, many professional services companies survived
and continued to grow in a highly competitive environment. In order for a
professional services firm to differentiate its offerings, regardless of whether
it operates as a stand-alone firm servicing multiple products or if it serves as
the internal services arm of an OEM, actions must be taken to increase sales
effectiveness to drive revenue. The Professional Service Sales Skills Training
seminar was conceived for those services firms whose sales efforts are primarily
driven by a sales organization tasked with managing local, regional or national
sales territories.
Focused on the integration and use of a consultative selling approach to
selling, our Professional Service Sales Skills Training workshop teaches
essential strategies and time-tested methodologies to drive growth and increase
market share for professional services sales reps. Senior account managers,
telesales reps, inside sales executives and telemarketers can benefit from this
class Central to the learning process is a comprehensive analysis of customer
buyer types, sales structures and the effect customer behavior plays in the
sales process. Time is also spent on each facet of the sales process from how to
uncover hidden concerns and needs to the ability to steer sales calls towards
appropriate service recommendations. This highly participatory training program
provides professional services sales reps with multiple opportunities to put
newly learned skills to use via simulation sessions, group exercises, individual
activities, Q&A sessions and lectures. These opportunities revolve around
increasing knowledge transfer of sales reps who plan on implementing new sales
skills in their territory. With these skills in hand, professional services
sales reps will be able to focus on productive activities that will lead to
increased sales numbers and quota attainment.
Private Group Sales Training: Group sales training can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Seminars: Individuals are invited to
participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click
here.
For more information and pricing, please complete this form.
