Selling Professional Services (Sales)

  • Key concepts techniques and process
  • Obstacles to sales
  • Why people buy
  • Why people do not buy
  • The Selling equation
  • Professional partnering
  • Hierarchy of partnering
  • Image
  • Managing 1st impressions
  • Influencing the buying decision
  • AIDA formula
  • 3C’s of Trust
  • Communicating
  • Questioning techniques
  • Orthodox and the Inverted Funnel
  • FAB
  • Handling objections
  • Transitions
  • Buying signals and Closing the sale