BUSINESS DEVELOPMENT SKILLS

 Duration:  2 Days

Overview

The focus of this course is to provide delegates with leading edge techniques that will enable them to successfully develop opportunities whilst maintaining and enhancing client relationships.   The aim is to increase sales of the organisation leading to sustainable business.

What to Expect from the Course?

• Utilise key skills and techniques for successful business development
• Evaluate the different styles of selling and adopt a client focused approach
• Identify the key skills and behaviours required for successful consultative approach to selling
• Recognise the changing needs of the client and how your organisation can best meet these needs
• Evaluate and present your organisation’s value proposition
• List your organisation’s USPs and use them to gain clients interest and desire to work with you
• Identify strategies to gain new business
• How to differentiate you offering to meet the client’s expectations
• Produce account plans for key accounts to maximise opportunities and revenues
• Develop client insights to increase value and avoid being commoditized
• Use sales model which recognizes the importance of identifying client needs and buying criteria – match the products/services of your organisation to the requirements of the client
• Package and present tailored solutions to meet the client’s requirements
• Handle client resistance and objections
• Gain client commitment
• Professionally manage face to face client meetings

Who should attend?

• Business Development Managers
• Sales Teams
• Other relevant individuals