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New
Business Development |
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The
New Business Development programme is aimed at graduates who are about
to enter into the sales arena, or recent appointment to the role of
new sales business managers.
The programme
is designed to provide them with the skills, knowledge and understanding
to manage both themselves and their clients in the highly competitive
new business development world.
The workshop
is designed to be highly participate and fun. It continues to provide
real solution to real world problems.
Programme
outline: |
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What
is new business development – ‘creating something from nothing’
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The
distinction between sales strategy and sales skills |
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Communications
skills: Behaviours and rapport between buyer and seller. Controlling a
conversation |
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Understanding
the customers primary buying motivation |
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Primary
questioning skills |
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Creating
the value proposition |
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Determining
needs and developing needs into benefits |
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Determining
authorities and developing into contact categories |
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Determining
timescales and dealing with the events that occur during the sales lifecycle |
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Closing
the deal |
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The 'farewell'
strategy |
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Hard
skills: Contact planning, route planning etc. |
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