Professional Business Development Skills
Course Objectives
The aim of this course is to provide Sales-people, Account Directors, Account Managers and Account Executives with the skills, techniques and confidence that will transform their approach and help them enjoy embedding a professional, pro-active business development approach into their contact with existing clients. This comprehensive programme will include the fundamental skills of a professional sales-person as well as demonstrating how implementing a continuous, carefully delivered series of cross-selling and up-selling opportunities into their lines of communication with customers can have a dramatic and sustained long term impact on the success of the business.
Contents
Contents: Day One
By the end of Day One of this course, each delegate will be able to:
- - Understand the importance of relationship selling face to face and on the phone
- - Behavioural Skills
- - Self awareness
- - Assertiveness
- - Attitudes & Behaviours
- - Transactional Analysis
- - Use simple communication skills to gather information and gain commitment
- - Recognising and responding to buying signals
- - Communicating your 'wider business' product and service offering
- - Painting verbal pictures and gaining commitment
- - Written communication skills
- - Developing your individual action plan from Day One
Contents: Day Two
By the end of Day Two of this course, each delegate will be able to:
- - Build business profiles
- - Create Account development plans
- - Set short and long term objectives
- - Understand Portfolio management
- - Implement Matrix management
- - Understand the importance of call frameworks
- - Conduct formal and informal business interviews
- - Understand the difference between Selling and Negotiating
- - Lay the foundations for Individual and Team Business Development Strategies
- - Painting verbal pictures and gaining commitment
Who should attend
This programme is specifically designed for Salespeople, Account Directors, Managers and Executives who are responsible for maintaining existing business relationships with clients and wish to explore the wider business development opportunities that may exist.
Course benefits
On completion of this course delegates will be able to describe Professional Account Management - the Role, Key Tasks and Responsibilities - as well as provide a compelling case for an organisation implementing a Business Development Strategy.
Additional information
Delegates will study a variety of modules on behavioural skills and understand the impact of different forms of behaviour and communication both in face-to-face situations as well as when on the telephone. We will introduce appropriate relationship development and business development techniques which can help identify new business opportunities. The trainer will facilitate discussion and put into practice, with simulated role-play, up-to-date techniques required for making client interaction more productive and profitable.
Certificates
All delegates who successfully complete this course will receive a certificate of attendance.
Trainers background
The trainer for this course has extensive experience in design and delivery of sales and leadership & management training. They have been successfully delivering training to across all sectors for over eight years and previously held a number of senior management/operations roles in industry.
