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The Three Biggest Mistakes Professionals Make in the Selling Situation

Designed For: Business professionals who want to learn and overcome the most costly errors in selling their services and organizations

Objectives:

• To delineate and describe the biggest errors professionals typically make in face-to-face selling situations with prospective and existing clients/members
• To help participants greatly improve their closing percentage
• To show professionals how to separate themselves from the competition
• To detail how to avoid and overcome fee objections
• To have participants leave the program more confident in their ability to bring in new clients/members

Program Highlights:

• The 1st biggest mistake professionals make in the selling situation: Not Knowing When the Sale is Made!
• The Four Key Selling-Audit Tests to determine whether a client is sold
• What prospective clients/members are really buying when they purchase your services
• Creating the distinction between "selling" and "marketing"
• Discussion of the great skills you already possess (that "salespeople" don't), and you to use these skills to increase business
• The 2nd biggest mistake professionals make: Not Being Able to Differentiate Themselves from Everyone Else
• The 3rd biggest mistake professionals make: Not Knowing When the Sale Cannot Be Made (thus wasting enormous time and energy on unsalable business)

Course Level: Basic

Prerequisites/Advance Preparation: None

Method of Presentation: Lecture and discussion

Recommended Time Frame: 2 - 4 hours (can be adjusted to suit your needs)