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Focus is placed on the ability to design, conduct and close an effective sales meeting utilizing knowledge, experience and consulting competencies in an effort to win business, position self as a strategic advisor and enhance brand.
Participants will learn how to build and execute an effective selling strategy by:
- Establishing effective and relevant approaches to maintaining control over the sales meeting to achieve objectives
- Understanding the importance of building a fluid rapport leading to a strategic dialogue and developing a genuine appreciation for a client’s needs and challenges by optimizing that dialogue
- Presenting, optimizing and aligning core values and value proposition with client needs and objectives
- Anticipating difficult and unexpected questions and overcoming objections (including perceptions of you) and candidly addressing them
- "Silently" learning the qualifiers of search firms currently providing services to the potential client
The participant will learn and practice techniques and subtleties to enhance their ability to effectively "Close the Deal" in a way that builds genuine commitment, trust and engagement and increases the potential for future business. Securing a "mutual understanding," understanding client dynamics, effectively articulating the ability to represent them in the marketplace and reiterating your understanding of their specific need will be examined.
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