Business development for professional services is moving from “selling to clients” towards “helping clients buy”.
It is a more consultative approach that requires a different set of skills, such as active listening, open questioning and needs qualification. In our Selling Without Selling workshop, we take participants through situations that occur in actual client meetings – so that they are prepared when they are “in the moment” with the client. This includes areas such as: assessing the clients personal style to support more effective communication and aid rapport building; questioning techniques; qualifying needs and decision criteria; and proposing and closing, including fee discussions and dealing with client concerns.
