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“We have worked with Next Level for over ten years. As a result, our success rate on converting a prospect meeting to a new client has gone from 58% before we met Next Level to 91% recently. Our sales process is much clearer and we are not afraid to “go for no.” We are also wasting far less time chasing the wrong potential clients. The time savings is critical for us since that is what we sell. The improvements in the efficiency of the sales process alone have saved tens of thousands of dollars each year. They have literally changed our philosophy on everything from asking for referrals to goal setting. I would highly recommend Next Level to any professional services firm where growth is an important goal.” |
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Steve Rodman
President
Rodman & Rodman, P.C. |
Business Development Strategies for Professional Services
You are not alone if you or your people are uncomfortable with the fact that part of your job requires that you "sell" yourself, your ideas, your company, and your services to your clients. You perceive traditional selling strategies as exploitative and even manipulative behavior. It goes against your grain to think of yourself or your people in the role of a stereotypical salesperson.
However, "sales" doesn't have to be a bad word; it can be another word for success. It's a word that's used in the offices of attorneys, accountants, engineers, architects, and other professionals and consultants. It's accepted and necessary in today's competitive marketplace.
Do you or your associates have any of these concerns?
Next Level specializes in helping people like yourself solve these very important challenges. We understand the importance of being able to help your firm enhance existing client relationships in addition to acquiring new business opportunities. Many of our clients are like you. They need to learn how to make it rain. And that skill is more valued and critical today than ever before.
Leadership Development for Professional Service Firms
Next Level has always been committed to leadership training. It is the foundation of our company. In many organizations, it is clear that more can be done to help both current and future managers and leaders be more effective. We work with our professional services clients to build a sustained leadership development mindset and even go as far as encouraging them to embrace a leadership institute mentality.
Key programs that we lead are centered on the four C’s of Leadership:
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Communication |
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Coaching |
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Collaboration |
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Commitment |
For over 12 years, Next Level has helped professionals develop, expand, and refine their leadership skills. Our interactive and real-world based training has taught our clients to:
All of our leadership programs with professional services clients are customized and held on site. Each initiative includes individual assessments and benchmarking as well as coaching for high performers who want to speed up the learning curve.
Reinforcement Training for Rainmakers
Next Level is steeped in the Sandler sales
process and is committed to its principals. This system is based on many years of success and continues to be the foundation of many of our client’s sales processes. Our programs are long term in nature with over 200 hours of training available to clients who seek to improve their overall sales skills. Achieving lasting behavioral change and mastering new skills does not occur overnight, and Sandler
Training is built on the concept of incremental growth and change over time, supported by repetition, reinforcement and coaching.
Professionals are not likely to consistently implement a particular selling strategy or tactic, regardless of how effective it may be, unless it is part of an overall behavioral plan. And they are not likely to implement a plan unless it is supported by the appropriate attitude and outlook. Our training addresses all three areas necessary for success: attitude, behavior, and technique.
Each participant-centered training session - partly motivational, partly instructional - provides you and your team members with the concept, knowledge, and understanding of the topic as it applies to your selling environment. Through appropriate exercises, you’ll refine your sales development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and clients.
Intensive Training for Rainmakers
In order to expedite the learning process, Next Level offers three full days of business development training during the calendar year to jump-start each client engagement. All of our clients attend this kick-off program before any on-going reinforcement training is conducted. This program is designed to install the Sandler
sales methodology in order to get everyone on the same page when making it rain.
Intensive topics include:
Rainmakers Roundtable
Next Level works with our clients to make sure that what we train becomes part of the everyday process of opening up and closing new opportunities as well as properly managing current client relationships. In order to bridge training to real world situations, Next Level will install a Rainmakers Roundtable program at your firm. The concept is based on the power of reinforcement and accountability. These programs become the main vehicle for our clients in keeping the training alive and fresh. In addition, the Rainmakers Roundtable becomes an effective means to “war game” relevant opportunities in order to improve all participants' approaches, mindsets, and skills with regard to bringing in business.
Reinforcement and Development Tools
Next Level offers a wide range of professional development tools that support the entire process that we teach. These tools are accessed via our Clients Only site or can be arranged directly through one of our staff members.
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Unproductive unpaid consulting
