Practice Development for Professionals
Developing skills to improve sales and customer retention in a competitive market
This course is accredited for CPD by the Solicitors Regulation Authority (SRA) and can also count towards ACCA members’ CPD. The course provides 5.5 hours CPD.
Who is it for?
Partners, managers and senior fee earners in solicitors and accountancy practices who are looking to develop their business and deliver the best possible service to clients. Those who have responsibility for customer-facing staff.
What does it cover?
This course will provide the skills and tools necessary to be able to professionally maximise client opportunity, understand the importance of every customer contact and encourage staff to think commercially. It explores enhanced communication and cross selling techniques vital for success in increasingly competitive markets.
What will delegates be able to do differently?
- Maximise cross sell and up sell opportunities within their business
- Generate increased commercial awareness throughout their teams and spot new opportunities
- Use advanced communication skills to build better rapport with clients
- Recognise how every interaction with a client has an affect on overall organisational performance
- Win increased levels of new and repeat business
Programme overview
- Undoing perceptions of ‘selling’ as a concept
- Simple powers of influence – what influence do we have on the people around us?
- The communication model – the three elements of communication and how they impact client behaviour
- Definition of selling and why it’s increasingly important to professionals
- Advanced questioning techniques to conversationally gather information from clients
- Encouraging your team to think commercially
- Building the confidence to handle objections smoothly
- Understanding the price and value model and the importance of building the value
Venues and dates
Cambridge 22nd July
Holborn 16th September
Chelmsford 30th September
Holborn 6th October
Hatfield 22nd October
Duration and cost
1 day, £500 + VAT
NB: Special terms for London-based professionals attending the Holborn dates
First place: £395 + VAT
Additional places: £295 + VAT
Please call Sabeena White on 01582 791230 for further details
Follow on programmes
Selling for non sales people
Opening new doors
Advanced marketing