| Seminar Description | In this interactive, two-day seminar, you will be introduced to the strategies and skills that are the foundation of successful rainmaking. How to Sell Professional Services: The RAIN SellingSM Seminar is designed to help you and the people at your firm become the savvy business developers you know you must be to achieve selling and career success. December 8-9, 2008 - 
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What You
Will Learn | Business Development Tactics - Questioning techniques that work for uncovering needs
- How to craft compelling solutions and proposals
- How to (and how not to) use the phone for selling professional services
- How to build rapport, the foundation for trust
- How to set meetings with qualified prospects
- Ways to develop and refine your positioning statement
- How to ask for commitment for new business
- Strategies for responding to objections
Business Development Strategies - Misconceptions professional services providers have about selling
- How sacred selling time can increase your sales
- How to avoid the services revenue rollercoaster
- Develop plans and objectives for each sales conversation
- Keys to self-motivation
- Focus on the highest potential selling activities
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| How You Will Benefit | Benefits of attending How to Sell Professional Services: - Gain new clients
- Deepen relationships and business with current clients
- Create new opportunities with prospective clients
- Increase the size of your engagements
- Lead masterful sales conversations from start to close
- Sell when you 'have no time' to sell
- Develop powerful new business proposals
- Sell without becoming too 'salesy'
- Overcome call reluctance
- Build and stick to business development goals
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| Tools and Resources | RAIN Selling Conversation Framework: A research-based conversation framework designed specifically for selling professional services to help you engage and lead masterful sales conversations. Rainmaker Learning Planner: A tool that will help you plan the development of your selling skills. Objections Grid: A model to help you understand, anticipate, and respond to the various objections that arise in the service business development process. What Won't Happen Assessment: A one-page planning tool to help you maximize your client's perception of the value of engaging your services. Trust Hierarchy: A detailed model to help you build solutions that balance needs you uncover, services you propose, and trust you have established. Service Solution Model: A one-page reference tool to help you craft compelling solutions. Business Development Planning Matrix: An on-the-job aid to help you plan each call and each conversation to increase your closes and make the best use of your selling time.
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| Who Should Attend | This program is for all professional services providers, business leaders, business developers, and marketers in: - Accounting and Financial Consulting
- Law
- Consulting (Management, IT, HR, Training, etc.)
- Architects, Engineers, and Construction
- PR, Marketing, and Advertising
- Other Business-to-Business Professionals
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| CPE Credits | 15 Credits Available
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| Delivery | This seminar is available as a public, open enrollment seminar or as an on-site training program.
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Testimonials | Very helpful - removed much fear due to assumptions that there are secret 'mysteries' about sales...realistic approach to teaching sales techniques to people who are not natural sellers.
- Stephen Sheperd, Division Manager, The Saint Consulting Group Very good process, nice to hear it from someone who still does it for a living.
- James Scanlon, Program Manager, Marketing Leverage
Since the course in September I've landed my biggest contract with a repeat client and the material in the course helped.
- Gerry M. Preville, MBA, CPA, Laurentian Consulting Group, LLC
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Dates | December 8-9, 2008
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| Time | 9:00 AM to 5:00 PM EST on the first day
9:00 AM to 4:00 PM EST on the second day
(Includes breakfast, lunch, coffee, and snacks both days)
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| Location | Batterymarch Conference Center, Boston, MA
(Located in the Hilton Boston Financial District Hotel)
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| Tuition Fee | $1,295 for the first participant; $795 for each additional participant
*This program is required as a part of the Rainmaker Development ProgramSM RainToday.com Premium Member Price: $1,095
(Not a RainToday.com Premium Member? Sign up now.)
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Special Offer
| Register for the program by November 10 and receive a complimentary E-copy of How Client's Buy: The Benchmark Report on Marketing and Selling Professional Services.
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Satisfaction Guarantee | If you are not satisfied with this program, we'll refund your tuition fee, no questions asked.
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| Registration | Choose the open enrollment date you would like to attend
or call 508-626-9991. Seating is limited. December 8-9, 2008 - |