Course Outline
Benefits
This course will review a number of methods of Practice Development, looking into a combination of techniques and strategies. Participants will understand how to develop contacts into real opportunities and how to convert these into business.
Building upon these skills, participants will look at how to approach competitive tenders and learn how to make persuasive presentations. The course is designed to provide participants with useful tools and techniques to improve their selling efficiency as well as a basic understanding of how the sales process works.
Content
The course looks at:
 | Review of the some of the basic techniques of Practice Development |
| Differences between Buying and Selling |
| Understanding the Buying Cycle |
| Introduction to Negotiation |
| Competitive tendering |
| Persuasive presentations |
Who should attend:
Anyone that has direct or impending involvement in Sales. People with responsibility for Practice Development. Anyone involved in Selling professional services.
Note: Participants will be encouraged to share real scenarios with the group, and should be prepared so to do.
Level of Knowledge Assumed:
Participants are expected to be actively engaged in selling, but are likely to have had no formal training in sales.
Duration of Course:
1 Day
Course Presenter:
Eric W Smith
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