Professional Services Sales Training Courses – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential….so your expert level team can develop additional and new revenue steams without being in full ‘sell’ mode.
Our sales training for professional services is tailored to the specific needs of your expert advisers, business and your client base.
Speak to Carol on 0779 002 1885 to find a sales growth and business development solution to help your consultants, associates and technical team fulfil their revenue obligations.
The Role of the Trusted Adviser in Sales
In many business situations, the expert consultant / business advisor is in a much better position to start a commercial relationship or expand on an existing business arrangement simply because they are seen as a Trusted Advisor and not a sales person…
Meaning, technically, an expert consultant advisor will find generating additional revenue easier than your average sales rep…as long as they consistently follow a sales process that’s proven to work!
Trusted Advisors Sell More Than Sales Reps
- Trusted Advisers Drive 3x More Business: According to research by Hubspot, buyers are 3x more likely to choose a seller who is seen as a trusted advisor over one who is simply selling a product or service. Trusted advisers build deeper relationships and trust, which leads to long-term partnerships and more business opportunities.
- 71% of Buyers Want Advisers, Not Sellers: A LinkedIn Sales Solutions survey found that 71% of buyers want to work with someone who acts as a trusted advisor, not just a salesperson. Buyers are looking for professionals who can provide insight, guidance, and solutions to their problems.
- 50% Higher Customer Retention: McKinsey reports that companies with trusted advisor relationships experience up to 50% higher customer retention rates. Trust fosters loyalty, which is critical for long-term profitability.
- 57% of the Purchase Decision is Made Before Contact: According to Gartner, 57% of a buyer’s decision-making process is complete before they engage with a salesperson. Being a trusted adviser early in the process increases the likelihood that buyers will turn to you for final decisions, instead of just shopping on price.
- Trusted Advisers Achieve 70% Higher Win Rates: Sales Benchmark Index research reveals that trusted advisers have a 70% higher win rate in competitive situations. Their ability to build credibility and offer tailored, expert solutions often makes the difference when buyers are evaluating options.
When it comes to making sales – Trusted Advisers have an in-built advantage….
Yet, even with this huge positive advantage, why does exploring additional revenue opportunities present such a huge challenge…?
Addressing this mindset shift is a fundamental part of our sales training for professionals services, business advisors and consultants because showing up to the buyer as a Trusted Adviser is the easiest way to claim your most potent competitive advantage!
Sales Training for Professional Service | Business Development and Growth Initiatives
Like many of our consultancy, expert technical advisers and professional service clients you’ll be a unique provider…although, at first glance, your target market might not realise that….which means differentiation and being able to create space between you and your competitors might be something we focus on.
The next key concern for many of our expert advisor consultants is – how to open up commercial conversations, discovering new opportunities and generally making the move from ‘technical chat’ to ‘selling chat’…this transition is simple and we have a comprehensive sales discover conversation framework to share.
When working with Morton Kyle, we’ll help you capitalise on the revenue streams, opportunities and channels to help you fulfil your sales and business development obligations without compromising your time commitments in other areas.
Bringing in additional revenue opportunities is a process.
We have a sales process and sales discovery framework that fits the expert consultant and trusted advisor marketplace without being ‘salesy’
Sales Training for Professional Service | Opportunities Are Everywhere
Today, most everyone in a client facing role, from partner, to free earner, from associate to client support, from service engineer, consultant and project manager to technical executives will all find themselves, to a greater or lesser degree, in a revenue protection or revenue creation role.
That means, daily, opportunities are all around!
Being aware of those day to day opportunities is often our starting point.
In our sales training courses for professional services, attendees are often amazed at the everyday opportunities they have to identify and capitalise on business development opportunities.
If you fear that business development is about to take over billable time – that won’t happen.
Discover how you can increase client revenue, explore additional opportunities in your existing clients AND find new introductions without becoming ‘salesy’ or losing control of your billing!
Consulting and Professional Services Sales Training Modules
Available modules are as follows, just pick the ones you feel you need for your team:
- What Does Sales Success Look Like?
- Identifying Ideal Prospect Targets
- Dealing with Sales Prevention Situations
- What Are You Selling?
- Why Should The Buyer Listen To You?
- Creating A Powerful Sales Pipeline – Data, Information, Knowledge, Wisdom, Power
- Psychology Of Buying – The Buyers Perspective
- What Is The Buyer Looking For?
- Sales Structure – The Holistic View To Selling Consultancy Services
- The Objection Free Pitch – Selling The Solutions
- Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
- Responding To Different Resistances To Change
- Creating Urgency In The Sales Process
- Checking and Reinforcing Commitment To Buy
- Understanding The Money Question
- Cross Selling And Up Selling
- Active Listening Skills
- Testing The Pitch
- Create And Use The Buying Signals
- Summarising Your Understanding
- Selling Their Motivations Back To Them
- Handling Prospect/Customer Questions
- Trial Closes
- Gaining In Principal Decision To Commit
- Selling The Price
- Asking For The Order
- Price Negotiation
- Using Influence and Persuasion Skills
- Building Referral Networks
- Using The Sales Pipeline Model
- Gaining Success With Different Buyer Types
- Creating Certainty In The Sales Cycle/Forecast
- Self Motivation/Goal Setting
- Creating Winning Sales Proposals
- Getting The Purchase Order Signed
Professional Services Sales Training Courses means – Sales Success – More Clients | More Cross-Sales – Shorter Sales Cycles – Higher Margins – More Referrals – Stronger Pipelines – Stability and Growth
Sales Training for Professional Services | Course Outcomes
Having attended Sales Training for Professional Services, depending on the modules you select, you will be able to:
- Quickly establish common ground with key influencers and decision makers
- Have compelling, persuasive and logical sales discovery conversations
- Conduct a commercial sales based conversation with any targeted prospect
- Quickly establish if there are any commercial opportunities, when, budget, process
- Move from sales person to trusted industry expert
- Build rapport and gain the confidence of the key buyer(s)
- Structure logical and relevant questions
- Work with the buyer(s) to establish and explore the scope of their current service provider
- Identify points of weaknesses in their current provision
- Guide the buyers(s) thinking towards blue sky solutions
- Explore the cost and impact of the current weaknesses and gaps
- Structure relevant solution(s)
- Challenge the buyers thinking
- Use influencing skills to trial close
- Deal with the budget question without causing a negative impact
- Sell your propositions based on the value delivered
- Speak knowledgeably about the life value of the product or service, not just the cost
- Explore costs and value as part of the same conversation
- Fluently establish the costs of remaining with the current provider
- Sell the price / cost / investment
- Handle objections
- Deal professionally with incumbent relationships
- Ask for the business
- Gain an in principal decision to buy before you leave
- Create urgency in the sales process
- Establish a stead stream of cross business referrals – internal and external
- Build networks
- Seek referrals from all prospects/customers
- Build, maintain and account manage a sales pipeline
- Create certainty in your sales forecast
- Design and deliver sales proposals that will make it easy for the buyer to say yes
Sales Training for Professional Services Includes
- Pre training telephone consultation with each attendee and the team manager
- Post training sales call structure design and review
- Unlimited telephone support for 60 days post session
Sales Training for Professional Services | Duration
Depending on the modules you select, and the mode of delivery – classroom, online, via sales coaching or 121 sessions, we will agree a tailored schedule of work for your business based on existing skill sets, your industry sector and specific challenges.
Our Professional Services Sales Training B2B Course modules will help anyone working within a professional services firm, at whatever level, from senior partners to junior level support staff and new associates.
To find out more about this sales training course and how it will work for the professionals within your firm, call Carol on 0779 002 1885 for an informal chat.
Sales Training for Professional Services
Professional Services Sales Training Courses for all levels of technical expert, fee-earner and consultant.
Whether you’re in the field of consulting or professional services – join us and discover how you can increase your client base and billings without becoming salesy or feeling awkward – plus remove departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firm’s revenue potential…so you can increase revenue without distracting you from your primary technical role.
With so much information available about how to improve sales, the best sales methods, the changing needs of buyers, what sales process to use… it’s often tough to know where to start if you want better sales results.
That’s why we create CLARITY from CONFUSION!
With our holistic approach to improving B2B sales performance, my clients can see an immediate uplift in sales outputs because we only focus on the elements of your sales function that are dragging your sales results down.
There is nothing hit and miss with our sales improvement interventions – whether that’s sales coaching, sales training or sales strategy.
What does that mean for you? Faster progress, less effort, fewer changes, less friction, smoother transition from the old to the new.
Don’t get bogged down in out the box sales solutions and ‘hit and run’ sales training – you’re closer than you think to getting the sales results you want, you don’t need to start from scratch.
So, what’s your sales challenge?
Let’s chat!