As a professional services provider, you don't just deliver services, you solve problems and create solutions that help your clients meet their needs, reach their goals, and overcome obstacles they face.
If you truly want to offer these solutions, sell the broadest range of services, and make a difference for your clients and prospects, you need them to open up and share all the relevant components of their situation. At the same time, you need them to understand how your services will help solve their problems and to see you as a credible and desirable part of the solution.
The best way to make this happen: through asking questions - the kind of targeted and well-planned questions that get clients and prospects engaged and focused.
To help you become the best professional services business developer you can, John Doerr, President of Wellesley Hills Group and Founder of RainToday.com is pleased to offer, Secrets to Asking Questions and Uncovering Needs for Business Development.
At this webinar you will learn how to:
- Uncover the complete set of client needs and wants
- Develop questions targeted to explore specific needs
- Create urgency so clients and prospects move forward with you
- Craft solutions that meet needs, positioning you as a preferred service provider
- Help clients and prospects visualize your solution
- Employ sure-fire questions you can use in your own sales conversations
- Use different questions in different situations (going in for a first meeting, going in as a referral, talking with current and past clients, etc.)
In addition, you will be introduced to the 3 secrets that can be used in all business development situations.
About the Presenter
John Doerr is Founder of RainToday.com and President of the Wellesley Hills Group, a leading firm focused on marketing, sales, and overall revenue growth for professional service businesses.
John is an expert in the areas of lead generation, marketing, and sales for consulting and professional services firms. His most recent research includes, What's Working In Lead Generation: A Benchmark Report On How To Spend Your Time, Energy, & Money For The Best Marketing ROI In B2B Professional Services.
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Presenter: John Doerr
This webinar was broadcast on January 31, 2008
Duration: 90 minutes, including a 30-minute question and answer session
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