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Selling Skills for Professionals
Thorogood Publishing, July 2000, Pages: 218
There are over 80,000 solicitors, 200,000 accountants, 90,000 surveyors and goodness knows how many consultants of various descriptions in the UK. Yet there is little research into how they sell.
This Report sets out to convince professionals that they don’t need to do anything distasteful or dishonourable in order to win business. It guides readers through the knowledge and skills required, ultimately showing that – once you have found a style and the tools that suit your personality – selling can be as interesting, satisfying and as important as any other aspect of your professional life.
'Selling Skills for Professionals' offers a synthesis of the concepts and ideas pertinent to selling amongst professionals. It also works as a resource for those in professional companies who are tasked with providing the necessary training, coaching and sales support in selling.
'Selling Skills for Professionals' answers your key questions, including:
- Do all professionals feel as negatively about selling as I do?
- How do I develop more confidence in selling?
- Why is selling in the professions different?
- What is the difference between marketing and selling?
- All sales calls end with the problem that our services are more expensive than our competitors, what can I do?
- I find it very hard to do the social chatting thing – what can I do?
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