Rainmaker I & II

Submitted by admin on Fri, 11/14/2008 - 07:57.
Description: 

Rainmaker is a business development methodology and support structure specifically designed for professionals. It is a structured course that Professionals can engage with because it shows them how to master the business development process with their clients and is very conscious about the reality of the sales function in a professional practice.

Objectives: 
  • Introductions & expectations
  •  The Sales function in a professional Practice
  •  The fundamental principles of a sale
  •  The reasons why people buy
  • Discussion of personal and business value
  •  Motivation of change
  • How to create a visual, auditory and kinaesthetic match with a client
  • Structure of a sale
  • The power of processes
  • Artful and professional questioning
  • Handling objections
  • Key company & product differentiation
  • Interspersed with role plays and practical exercises
Benefits: 
  • Increases client and partner value along with increased fee earnings
  • Clients feel looked after far more with a professional structure
  • Able to ‘see’ opportunities from a business development perspective
  • Encourages the client to invest with you
  • Reduces discounting
  • Improve cross selling across clients far easier
  • Increase utilisation
Who Should Attend?: 

This course is adapted as a modular two day course for associates through to partners ensuring a more profitable practice.

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