Sales Training

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  • #2750
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Philip D. has already sent a proposal.
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Experience Level: Entry
We require some inhouse training for our existing property lawyers to start thinking like business people and also crucially to train them in sales. They will need to be able to sell our services to estate agents and mortgage brokers that are presently not referring cases to ELC and also to convert new client enquiries.

We lawyers are not familiar with 'business' and this is something that needs to change. We have created a lot of literature to help the trainer. We would need to start with the basics in sales and work our way up. The course would need to be very interactive rather than a 'chalk and talk' method. The sales is for services rather than products and it is both B2B and B2C.

I would like the course to be run as half day sessions starting at 3.30 p.m. and going on until say 6.30 p.m. over three or four days. however this is something we can discuss and work out.

I would need anyone bidding for this project to have extensive sales training experience with knowledge of NLP. This will lead to long term training role if the initial projects work out well. Please also provide references. We have our own training room that can seat up to twenty people, with projector, computer and all other necessary tools to deliver most training courses.

Training will need to cover, using NLP techniques where necessary:
%u2022 Identifying the decision maker
%u2022 Building rapport
%u2022 Locating the decision maker
%u2022 Establishing credibility
%u2022 Getting past the gate keeper
%u2022 Objection handling at the start of the call
%u2022 Dealing with Objections during the course of the sale
%u2022 Opening pitch
%u2022 Pitching
%u2022 Company offerings
%u2022 Case studies and anecdotes
%u2022 Probing for information
%u2022 Identifying and using your Sales Value Proposition
%u2022 Differentiating your organisation/offering from the competition
%u2022 Understanding the prospect needs
%u2022 Attentiveness
%u2022 Concluding the sale
%u2022 Dealing with objections when concluding the sale
%u2022 Agreeing next steps and negotiating deadlines

I look forward to hearing from you with some fees.

Kind regards

Appan Pathmanathan

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