Selling Professional Services

Introduction:

In a competitive market, accountants need to be sure that they are making the most of the
new business opportunities available to them, whilst also retaining and meeting the needs
of their existing clients: this session will outline the key skills and strategies required
to achieve these aims within a modern consulting environment.

What will I get out of it?
- Win more new business
- Increase your turnover and profitability
- Improve your job satisfaction
- Achieve a higher level of client retention

Key features:
- How to build rapport and trust
- 3 key steps to a great client interview
- The “no guessing” approach to winning successful business
- Why you must never discuss your fees until all the variables are out in the open
- How to ask hard questions with a soft touch

Lecturer:
Tony Zuppinger Dip Arch – Principal Training Consultant
Margaret Zuppinger Partnership Ltd

Biographical details:
Tony Zuppinger is a Principal Training Consultant, along with his partner Margaret Zuppinger,
of Margaret Zuppinger Partnership Ltd. Tony originally qualified as an architect and has
extensive experience in sales, marketing and client relationship management: as well as
his passionate and proactive involvement in training he is also a director of his own
construction product distribution company.

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