Here’s The Challenge
Professional services are intangible. Trained and skilled minds work with intellectual effort, using knowledge and tools from their field.
Many professional services people have invested heavily in education and training to do their work.
There’s an aura of professionalism surrounding it. It almost seems like this difficult, complex and valuable work should sell itself.
Clients arrive with issues and needs. When a professional service solves their problems, they benefit.
Clients buy benefits. To them, the professional service is a means to an end. Some professionals view selling as incompatible with the ethos and dignity of their profession.
However, clients benefit when they buy solutions to their needs.
It’s the professional’s job to negotiate the sale of their solutions. Clients want to benefit from their needs being met at a reasonable cost. Professionals want to earn fees and retain the client.
A win-win outcome delivers benefits to both and leaves the relationship intact or improved. That’s professional.
The Sales Negotiator Program Trains Professionals In A Win-Win Process
Three things happen when they apply, practise, and become skilled in this process
Program Content & Duration
There are three workshops.
Each workshop conversation takes 2-2.5 hours online in GoToMeeting.
Schedule the workshops over a period of 6 weeks.
Hard Copy Notes
Decinar’s comprehensive notes need a total of about 2-3 hours pre- and post-reading per workshop.
Add insights and personal action points during the workshops.
Who Is It For?
Professional services people who need to negotiate sales and bring work in. They may be doing so now and could be even more effective with upgraded skills.
Perhaps prospects are in sight yet remain untouched, because the professional’s sales negotiation skills are undeveloped. Usable, practical, comfortable sales negotiation training and skills could potentially open new activity in this vital area.
We meet in our GoToMeeting Virtual Classroom.
We use Decinar’s 360 Degree Feedback questionnaires.
We teach the Golden Personality Type Profiler.
