Advanced Practice Development

Advanced Practice Development

Course Outline

Benefits

This course will build upon the Basics of Practice Development, looking into most aspects of the course content in more detail and introducing some more advanced issues. It is designed to provide participants with useful tools and techniques to improve their selling efficiency.

Content

The course looks at:

	Review of the Basics of Practice Development
	Differences between Buying and Selling
	Review of the Buying Cycle
	Understanding our own Buying Styles
	Understanding the Decision Process
	Effective intervention during the Buying Cycle
	Advanced Negotiation
	Goal setting
	Target achievement
	Sales Strategy for Practice Development
	Dealing with different Styles of Buyer
	Your Difficult Client

Who should attend:

Anyone that has direct or impending involvement in Sales. People with responsibility for Practice Development. Anyone involved in Selling professional services.

Note: Participants will be encouraged to share real scenarios with the group, and should be prepared so to do.

Level of Knowledge Assumed:

Attendance at the Basics of Practice Development is recommended. Some active or impending involvement in sales would be an advantage, allowing for direct application to real case studies and examples.

Duration of Course:

1 Day

Course Presenter:

Eric W Smith

Back to Training Courses