Client Development Skills for Professional People

It's a fallacy that clients choose the professionals they work with based on a set of logical, objective criteria.  It's been proved through many studies that decisions are much more likely to be based on subjective criteria and later justified through logic.

This means that at an early stage building a relationship with a potential client is much more important than demonstrating capability, this comes in later to justify the decision.

This course is designed to give your team the communication skills to build relationships, to talk effectively about the benefits of what you have to offer and to ask for the business in a professional way.

The one-day programme covers:

• Overview of the client decision making cycle
• Communicating Well
  • Do unto others as they would be done unto - Visual, Auditory and Kineasthetic thinking styles
  • Speech
  • Body Language
  • We trust people like us - Finding Commonalities
• Understanding Client Behaviour
• Building Rapport through effective Questioning
  • Problem seeking
  • Looking for Consequences
  • Summarising and Confirming
• Active listening
• Talking benefits
  • Features, Advantages and Benefits
  • Customers buy benefits
• Answering Questions.
  • How to stop a question becoming a problem
• Recognising decision making signals
• Asking for the business