Overview
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Break into the professional services market. See what it takes to position yourself as an expert, increase your close ratio, and sell to similar services after an initial win.
Syllabus
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Introduction
- Selling to firms and practices
- Professional services market
- The complex professional services sale
- Credibility with professional services
- Research the professional service sale
- Selling to different markets
- Multichannel approach
- The right intake questions
- How to set yourself apart
- Needs of professional services
- What not to do when selling professional services
- The art of the mini-close
- Positioning the next steps
- Expanding the customer relationship
- Referrals from professional services
- Follow up strategically
- Selling to sister services
- Start selling
