£215 – £295

How you can find new clients, retain existing clients while growing revenue

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London

London

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Description

Selling professional services, irrespective of your role is very different to selling most other services. Whether legal, accounting, architectural, HR, engineering or medical services, they can’t be felt, seen or touched, unlike a vehicle or house, for example, which can be shown and tested. They are generally intangible until delivery and are often grudge or emotionally charged purchases.

As there is no trade-in, product presentation & demonstration or grand tour, professionals need a more nuanced, customised approach to selling and to meet the challenges faced in developing new clients.

We do, however, understand that very few professionals – accountants, lawyers, consultants, engineers, or other professional service providers – enter their area of expertise to sell their services. We also know that most professionals have never been taught to sell their services correctly, if at all.

The fact is, if a professional service firm is to grow, all of the service providers and fee earners, from managing partner or managing director to junior associate and trainee, need to understand and be involved in selling the businesses services.

And it is with this knowledge in mind that we have developed this course.

What this course will cover:

  • The complete advanced consultative selling process

  • Developing networks which are resilient, reliable and valuable

  • You will learn how to develop masterful conversations

  • The latest neuroscience research and how it can be used in a professional service environment

Who should attend?

This course is designed to focus on selling professional services and therefore appeals to solicitors, accountants, architects, managing partners, fee earners, directors and business development personnel.

This course is restricted to 15 attendees.

Testimonials:

'I attended one of Vic's training sessions recently covering business development. I found his presentation excellent and his approach to how to win business and develop client relationships was different to presentations I have experienced before. There was a complete absence of management speak, which was a pleasant surprise and the overall session was very useful.'

'Vic is a well-respected, encouraging and inspiring professional. His approach facilitates reflection and enables development at both individual and organisational levels. He is also a seasoned speaker who communicates his purpose with passion. I would certainly recommend Vic business development course!'

Venue: London (TBC depending on registrations)

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London

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