Wednesday, September 30, 2009
1:00-2:00pm ET
Registration fee: $79
In most professional services sales, you seek answers to two questions: What is the client’s problem and what should you do to resolve it? Once you think you have the answers, you get busy designing an approach for addressing the issue, a sales proposal, and a strategy for making the sale.
For too many sellers, that approach leads to endless proposal revisions, interminable sales cycles, and a reduced probability of winning the work. Why? Because this approach fails to consider the most important question in any services sale: What is really causing the problem?
In this webcast, we’ll discuss how you can become a more productive seller using time-tested techniques for uncovering the facts and the real challenge your client faces.
Once you’ve nailed down the client’s issue, your proposed solution will be more compelling, valuable, and less complex to sell. Plus, you’ll know if pursuing the sale makes sense for you.
The session will focus on the essential strategies of fact-based selling including:
At the end of the session you’ll have powerful strategies to accelerate your sales process, create highly relevant sales propositions, and build your client relationships.
Registration and Schedule
This 60-minute webcast will be on Wed., September 30, 2009, 1pm ET/10am PT
Registration fee: $79
To get the most benefit from the webcast, you will need access to a telephone and the Internet. If you will not have Internet access, you will still be able to easily follow the session from the workbook we will send to you beforehand.
As part of your registration fee, in addition to the workbook, you will receive access to a recorded playback of the session.
If you register for the session but are unable to attend, you’ll still receive the workbook and access to the session playback.
We accept MasterCard, Visa, or American Express for payment of your registration fee. You will receive additional course information and instructions for accessing the session after you register.
About the Presenter
Michael W. McLaughlin is the author of Winning the Professional Services Sale and Guerrilla Marketing for Consultants. He is the publisher of two newsletters distributed to professional service providers around the world: Management Consulting News and The Guerrilla Consultant.
For more than twenty years, he was with Deloitte Consulting, most recently as a partner in the firm’s strategy and operations practice. McLaughlin was responsible for service delivery and relationship management for several of that firm’s largest clients.
He is the founder of MindShare Consulting LLC, a firm that creates innovative marketing and sales programs for professional services firms.
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