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FACE TO FACE SELLING SKILLS
BUSINESS DEVELOPMENT SKILLS
Duration 2 days - 12 hrs CPD
Do you feel uncomfortable with the idea of "selling"? Does it seem unprofessional?
Sharp practice and manipulation often associated with selling is not effective in professional services. This workshop concentrates on how to use consultative selling skills to win new work.
- How clients make decisions
- The psychology of clients needs (even the least obvious)
- Using questions to identify and develop clients needs
- Demonstrating capability
- Overcoming objections and gaining commitment
MAKING EFFECTIVE PRESENTATIONS
Duration: 1 day
"How to influence and persuade more people through effective presentations"
Making effective presentations at seminars, in client meetings and to internal groups is becoming increasingly important for fee earners. These presentations may be either to small groups or formal presentations to larger audiences.
Clients want to know the firm they instruct and that the individuals within that firm are professional, knowledgeable, understand the client's business and are able to communicate well, and a client will quickly make that judgement based on the quality of the presentation.
This course will enable fee earners who have limited experience of presentations or who lack sufficient confidence:
- To learn the techniques of professional and persuasive presentations.
- To help individuals build their confidence to give effective presentations to clients in both formal and informal situations.
- To provide participants with the opportunity to practice their presentation techniques.
Objectives
By the end of the course participants will:
- Understand and know how to use a set of practical techniques for making a persuasive presentation
Contents
- Introductions
- Planning and preparation
- Structuring the content
- Techniques to make a presentation interesting, easy to follow and relevant to the audience
- Handling questions
- Speakers notes
- Delivery
- Presentation practice with CCTV feedback
- Personal action plans
Who should attend:
Managers and support staff who make presentations to either internal or external audiences.
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