Consulting and Professional Services Sales Training
Enhance Your Firm’s Reputation and Establish Long-Term Relationships with Buyers
Sales Challenges in the Consulting and Professional Services Industry
Selling Consultative and Professional Services offers challenges unique from any other industry. First of all, your salespeople are tasked with selling something that’s intangible. They must be extremely skilled at communicating to prospective clients the value of your service and the level of expertise your firm can offer. Sellers in the consultative industry must collaborate with prospects and customers to develop a relationship of trust, and convince decision makers that achieving their business objectives requires changing the status quo.
How The Brooks Group Can Help
Consulting and Professional Services sales training programs from The Brooks Group show sales representatives how to differentiate from the competition and establish trustful, long-term relationships with clients. They’ll learn to use a structured, consultative sales process to guide them through every interaction with prospects—from lead generation all the way to the close.
A structured selling strategy allows your team to shorten the sales cycle and close the business before the RFP is ever written. Your salespeople will master the skills to build value and sell consistently at premium prices—even as competition increases and budgets get leaner.
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Sales Sustainability and Increased Performance in Consulting and Professional Services Depends on These 3 Key Anchors
The first step in a successful sales training initiative is making sure the right people are in place to do the job. TriMetrix assessments identify talent matched for the position, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products. Training is customized to incorporate industry challenges and terminology and gives sellers the skills needed to consult with opportunities, build value, and sell more at higher margins.
A sales training program must be met with consistent coaching and reinforcement from sales management in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that reps don’t revert back to old habits.
With Consulting and Professional Services Sales Training from The Brooks Group your team will learn to:
Become a Respected Partner and Advisor
Your organization’s sales performance depends on how well your salespeople can position themselves as expert advisors. A consultative sales process helps reps establish trust and credibility and enhance your firm’s reputation as a service provider.
Navigate Larger Buying Committees
Today’s complex selling environment involves multiple decision makers and different levels of user participants. Your reps will learn to identify unique behavior styles and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Selling intangible solutions requires expert value-building skills and the ability to convince buyers of an immediate need for your service. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects.
Your sales team must be able to establish trust and credibility as expert advisors and convince a buying committee of the immediate need for your professional service.
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