Is sales training enough in professional services firms?
Sales training is useful for consultants in professional services companies, but it's not enough on its own. In today's modern selling environment, consultants also need to be adept at social selling and consultative selling.
What is sales training?
Sales training programs provide an overview of the selling process and equip consultants with a process and language that can be used to engage a prospect and win them as a client. However, sales training alone is not enough to help consultants succeed in today's modern selling environment.
The modern selling environment
The modern selling environment can be complex. As well as a plan, a professional services consultant needs to be adept at social selling and consultative selling.
Social selling
Social selling is the use of social media to build relationships and engage with prospects.
Consultative selling
Consultative selling is a process where the consultant works with the prospect to understand their needs and then provides a solution.
Both social selling and consultative selling require a different skillset than traditional sales training provides. Sales training focuses on presenting and closing, while social selling and consultative selling focus on building relationships and providing value.
Skills for modern selling
To be successful in today's modern selling environment, consultants need sales training, plus social selling and consultative selling skills. Bite-sized skills learning are a great way for consultants to build their capabilities over time without getting overwhelmed. By focusing on specific skills and techniques, consultants can gradually build up their knowledge and confidence.
Plans for modern selling
What plans are you putting in place to ensure your consultants are successful in the modern selling environment? Contact us to discuss what should be included in your modern selling skills plan.
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