This Seminar is hosted by probably the country’s leading authorities on business development in the professions Terry Dunbar.
Terry has spent the last fifteen years working with accountancy practices of all sizes helping them with their marketing and business development challenges, and has an enviable track record with the results that he helps teams achieve.
The seminar is packed full of useful, practical, and importantly useable techniques and gives delegates an invaluable insight into how to ensure that every client contact has a positive and mutually beneficial outcome.
During the Seminar Terry will cover
Advanced Sales Strategies
This session will cover the various strategies that are available to a member of professional services, and when to use each one.
Terry will explain the most common mistakes that are made and how to avoid them, he will explain why so many “sure-fire” proposals just fizzle out and are never taken up.
Understanding Decision Making Hierarchies
Very rarely in a business environment will the decision to take up a proposal be made by one individual. Being able to identify whether you are meeting with a decision maker or an individual who influences the decision making process is critical to knowing how to progress any proposal. The seminar will explain how to identify the various roles within the decision making process and importantly how to manage each one
Setting Client Meeting Objectives
Clearly if the meeting is going to achieve any thing it is important to set expectations for the meeting in advance. In this session you will learn how to set realistic expectations and make sure you achieve them
Understanding Drivers and Expectations
Winning business should be a simple process – find out what a client wants to hear and why they want to hear it and then tell them in the language they want to hear it in!
This session will discuss how to identify the driver behind an individual or business and how important that driver is in the process. Understanding a clients or potential clients expectations will help you present your offering in a manner that will appeal to them and so increase your chances of doing business with them.
Pre Meeting Preparation
As the old cliché goes failing to prepare is preparing to fail, This section in the seminar will cover what level of preparation is required for each meeting, and how over preparing can be as destructive to a meeting as under preparing
Developing Your Soft Skills
You will probably have heard of open and closed questions and active and passive listening but unless you have previously attended one of our seminars before you won’t have covered these subjects like this.
In this session you will discover how to really “open up” a client and not just hear what they say, but also really understand what they have said and why they have said it.
You will also learn how to use closed questions to your advantage, and when a silence can be more powerful than a thousand words! Soft skills are the tools during the seminar you will how to use them to your advantage.
Seminar Style
The seminars are delivered in a relaxed and friendly manner and interaction is encouraged, at the end of each session there is a question and answer session. Post seminar you are welcome to send questions to the tam at Liddell Dunbar and you will get a personal response.
Make Every Client Contact Count - One Day Seminar training courses available to book:
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