Consultative Selling Skills - Provides service firm professionals with skills vital to securing new business in a non-manipulative manner during face-to-face meetings with clients and with prospects. The following subject areas are included in this course of study:

• Qualifying Realistic Client Prospects
• Understanding The Value Of The Client/Prospect Consultative Marketing Call;
• Overcoming Reluctance To Initiate Consultative Marketing Call;
• Planning The Client/Prospect Consultative Marketing Call;
• Establishing Rapport
• Securing the Prospect's Trust and Confidence
• Transitioning From Small Talk To Business Inquiry;
• Effective Questioning And Information Gathering;
• Knowing When And How To Ask For Business;
• Anticipating And Effectively Responding To Objections.

Each participant brings to the session the name of one or more existing clients or prospective clients with whom he or she desires to generate new business.

During day one, the instructor leads up to five participants in thorough review of consultative selling skills and group discussion of issues important to participants. Day two requires one hour per participant to apply skills acquired from previous day in videotape role playing exercise with instructor. During videotape, only participant and instructor are present.

Participants : Professionals who have completed the Client Development Skills Course or who have demonstrated substantial business generation skills.

Course Length :One day plus one hour per participant during day two.

Optimum Number Of Participants : Up to five.