Business Development for Non-Selling Professionals
ARE YOU CONCERNED ABOUT:
- Prospecting techniques yielding too few appointments and not enough business generated.
- Your firm is not getting as many referrals as you would like.
- Too much focus on your fees.
- Presentations made BEFORE the prospect makes a commitment.
- Associates that do not handle objections well.
- Giving away too much free consulting.
WOULD YOU LIKE TO:
- Have your firm and partners be perceived as "different" than your competition?
- Be able to identify the prospect's "problems" with their current firm quicker?
- Have the prospect reveal their budget BEFORE you give your fee?
- Have your associates become pros at "bonding & building rapport" with prospects?
- Continually bring in new business?
The primary objective of this program is to help non-selling professionals take a new and fresh look at the account development process and develop new skills in this area. A commitment to learning new skills and techniques can put the fun and profitability of successfully dealing with prospective clients and existing clients back into your practice and help you develop a strong referral system. The Sandler approach to the business development process is a consultative, low-key approach. It is a proven system that will help insure getting the business - a system that is already congruent to the personality of the non-selling professional. This system will enable you to take control of the account development process and eliminate unpaid consulting. This program has been written and geared toward non-selling professionals who find themselves increasingly responsible for client development and procurement.
Click here to learn more about our program specifically for attorneys
This past summer I was offered an opportunity to participate, along with my sales team, in an on site sales meeting with Chris McDonell of Sandler. Although I was initially apprehensive, working with Chris has been a real asset to our sales team...new and old members alike.
My best salesman came to me after our third team meeting and said "I am suddenly completely focused and comfortable during my sales calls and walk away knowing I have been successful". By the way, he has been very successful.
If you feel like your sales team needs a boost, I would highly recommend Chris McDonell. He is a consummate professional who will work for and achieve results.
Neil S. Van Malderghem President Chesapeake Business Forms & Ad Specialties, Inc.