Selling With Integrity
Professional Services
Develop the techniques and mindset you need to start rainmaking.
Selling With Integrity For Professional Services helps professionals improve the quality of their interactions as they engage and guide prospective clients through the buying process. Your team will learn the fundamental techniques of qualifying prospects, handling objections, negotiating, following up and closing business.
This program is tailored specifically to the Professional Services industry - law firms, consulting firms, financial services firms - and is designed for anyone who is responsible for developing business in new or existing accounts.
Complement our 4 modules with optional coaching add-ons to personalize your training.
1.
QUALIFYING YOUR PROSPECTS
In this session, we look at the evolution of sales qualification frameworks and then focus on the STAND Framework (Spend, Time, Alternatives, Need, Decision-Making) as a guide for asking questions and qualifying your prospects throughout the buyer’s journey.
2.
OBJECTION HANDLING
In this session, we explore how to better understand and overcome objections while avoiding the natural tendency toward reaction.
Coaching Add-on: 4-1 Objection Handling Game
3.
NEGOTIATING
In this session, we discuss how to create win-win deals by mastering the planning process and understanding how to apply key negotiating levers in a variety of deal-making scenarios.
Coaching Add-On: 1-1 Role Play Scenario
4.
FOLLOWING UP & ASKING FOR THE CLOSE
In this session, we talk about the importance of having the right mindset and approach to prospects who delay or ghost you, and the importance of virtually closing throughout the journey.
Coaching Add-On: 1-1 Role Play Scenario
We'll deliver in any format you need.
ON-SITE
On-site training is delivered with small group exercises and a number of customized hands-on activities.
REMOTE
Remote training is delivered live over Zoom with individual exercises and activities curated to increase engagement.
ONLINE
This program is available for on-demand licensing, which can be used to train new staff or as a reinforcement tool.
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