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Based on our exclusive research with buyers of professional services, and years of working with professional service providers to help them increase sales and revenue, we have developed a series of sales training courses. Designed especially for the seller-doer, our sales training helps you increase the impact of your business development efforts, increase client satisfaction, grow your client relationships, and integrate selling into service delivery. We offer both open enrollment and customized sales training courses, to address all of your sales training needs. |
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| Landing the Big One: Sales Training for Professional Services |
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Tap into a clear, easily implemented, 5-step process driven directly by more than 5,000 open ended interviews with key buyers of big ticket professional services. The research includes buyers spending between $200,000 and $20 million on a single purchase and more than $90 million annually. Key advantages to BTI's fact-based, client driven process include: Technical Skills and Domain Knowledge are Secondary Factors in Developing Business— Learn and Focus on the First and Most Important Factor. Of the 13 factors that drive client relationships, domain knowledge is consistently second. Learn the surprising key factor that motivates client to develop a relationship with you and drive more business—while boosting satisfaction and loyalty. Focus on Mining Existing Clients as Well as Developing New Ones. Get more business with existing clients. A typical professional services firm captures less than 12% of each client's spending. Learn how to leverage the best, most reliable, most strategic, and cheapest source of revenue and billings. And get more business while freezing out the competition. Avoid RFPs and the Bidding Wars. Our research shows that if a project goes to bid, you only have a 15% chance of winning. Your chances of getting the work increases 4 fold to 60% in sole source private negotiations. Let others bid while you position yourself to get the work sole source. Pinpoint and Attract Clients Where You can Truly Succeed. BTI's exclusive research shows there are six types of clients, or six personalities of buyers. Use the wrong sales approach with the wrong personality and you are likely to alienate the best clients and attract the high maintenance, price conscious, and overly demanding client that will sap all you energy. Avoid the vending machine clients that beat you up on price no matter what you do and how well you do it. Our research shows that only 20% to 40% of clients manage service providers in a manner that fosters success and high margins. These clients control 44% to 79% of all spending. Learn to spot these personalities. Learn what they want and what they expect from you. Follow our Customer Driven, Fact Based, Proven, 5-Step Process. Clients go through a set of formal and informal processes to select a service provider and develop ongoing relationships with those providers. Learn BTI's clear, easy-to-follow 5-step process designed specifically to map into your client's processes and become the primary service provider of choice. Learn to Efficiently and Effectively Deliver Value as You Go. Learn exactly how clients measure value added. Use our client driven tools to ensure you deliver value on virtually every business development visit without increasing the time you spend selling and developing clients. Sole Focus on Professional Services. Professional Services are different than products. BTI's Selling Professional Services training and the bullet proof research behind it focuses solely on professional services. We delineate the specific differences between products and professional services. You see immediately how clients select service providers, buy services, and manage their professional service providers — no generic material here. Develop More Business as Part of Your Natural Work Process. Integrate business development into your core activities and delight clients—while reducing the time you actually devote to selling. We teach you how to make successful client relationships routine. Go back to Your Office with the Tools to:
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| More about our sales training |
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BTI offers sales training for professional services firms on both an open enrollment and custom basis. We offer customized versions of our Landing the Big One: Sales Training for Professional Services for your company or firm. We also can tailor a program to include account planning training and client relationship management. For custom programs, please contact (617) 439-0333 to learn more about how we can help your business grow. |
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Environmental Services Sales Training |
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BTI provides training programs specially tailored to your
company’s needs. These customized programs educate and motivate your
employees in the development of client relationships and the understanding
of new trends in environmental services. BTI draws
on over a decade of research in environmental services to give you the
most up-to-date information and effective strategies that impact your
company’s bottom line. For more information, please contact us
directly.. |
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Legal Services Sales Training |
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BTI develops customized training
programs specially designed to align with your law firm’s needs. These
interactive programs boost client relationship skills, educate employees,
and generate enthusiasm around law firm goals. For many clients, BTI
can provide direct, unedited client insights and commentary in conjunction
with your training program. For more information, please contact us
directly. |