Business development professionals are also challenged with selling something intangible—and in some cases, professional services firms are challenged with changing the mindset and training client-facing professionals who they’re now asking to sell.
The value of sales training cannot be overstated. As sellers are forced to sell virtually, buyers seek custom solutions, and new niche competitors enter the market, selling skills are more crucial than ever before.
Professional services business development professionals must be able to demonstrate the value of their expertise and service options against lower-priced or specialized alternatives. This includes a deep understanding of the client’s business situation and positioning service solutions that meet their most urgent needs.
Here at the Sales Readiness Group, we offer sales training for professional service firms, and our courses drive results. We work with industry-leading professional services and consulting firms to turn their business development professionals into top performers and trusted advisors.