Are you actively involved in cross-selling and winning new clients?
Do you feel uncomfortable with the idea of “selling”?
Do you rush in with solutions as the “expert” before you have fully identified the client´s needs?
Successful commercial organisations employ highly trained sales professionals to identify and develop new business. Most professional firms do not, but the need to compete and generate fee income is just as strong within the professional sector as it is within the commercial world. The need for lawyers to have effective selling techniques is now as important as technical competence.
Successful professionals don't sell - they get to know their client’s business, help their client understand their problems and needs and think in terms of enabling their client to buy.
This workshop concentrates on:
- Understanding and knowing how to apply the skills for successful new business development
- Enabling maximisation of new client wins and cross selling opportunities
- How clients make decisions
- Buyer analysis
- Structuring and planning for a BD meeting
- Clients’ needs and buying criteria
- Questioning and listening techniques
- Presenting solutions
- Overcoming objections and obtaining appropriate outcomes
- Effective note taking in BD meetings
- Personal Development Action Plans.
Duration: 1 day + 1 day follow-up 4-6 weeks after main course (12 hrs CPD)
Optional: 2 days + 1 day follow-up (20 hrs CPD)
Pre-course work: Delegates will be asked to complete a piece of work prior to attending the course which will enable concentration on skill development during the programme.