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:
2. Research results
3. What is selling?
4. Adopting the buyer’s point of view: An introduction to buyer behaviour and relevant psychology
5. Selling frameworks and models
6. Selling skills
7. Competitive tendering
8. Account management
9. Company-wide issues on selling
Kim Tasso BA (Hons) DipM MCIM MIDM MCIJ MBA, is an independent consultant, specialising in the professional services sector, with over 20 years’ marketing experience. She was the first Director of Marketing at leading law firm Nabarro Nathanson and the first Marketing Manager at Deloitte Consulting. Prior to that she was employed in the information technology sector by Honeywell Bull, Logica and Comshare in a variety of sales and marketing roles. Her clients include The Law Society, Olswang, Weatherall Green & Smith and Osborne Clarke.