This course is designed particularly to cover the techniques involved, and to help you develop the confidence to apply them well. It combines theory with skills practice so the techniques can be applied immediately on your return to work.
What does the course cover?
The course is based on our ConSulT sales process shown below:
- Promotion :
How to find potential clients and build a relationship with them
- Prospection :
How to identify the work that you might do with a prospective client and win an invitation to tender
- Proposition design :
How to develop an attractive and persuasive proposition for your client
- Pitching :
How to put your proposition across to best effect
- Sale !
Course programme:
The two days are split between understanding the process and handling the key transactions.
Day 1: The consultancy sales process
- Consultancy buying and selling processes
- Being clear about your services, promoting them, choosing channels to market
- Prospection: finding and qualifying opportunities
- Proposition design: identifying the key factors that will make a proposition compelling for a client. Addressing client objections and concerns
- Pitching: preparing your pitch; negotiating and closing the sale
Day 2: Handling key transactions
- Developing confidence in yourself and your products
- Developing your telephone skills
- Preparing for and conducting client meetings
- Developing a proposition jointly with a client
- Delivering a pitch and negotiating
There will be plenty of opportunity for skills practice in the role playing throughout; on Day 2 we use actors to add more realism to these exercises.