Business Development Training

Sales Training

(Each session is 4 hours)

The following sessions can be applied for sales people and non-sales people. 

SESSION 46 Getting the Basics Right

  • Selling – The old and the new paradigm
  • How has your industry changed?
  • What are the implications for your role?
  • Shifting the current mind-sets – overcoming the reluctance to sell and develop business
  • The characteristics of a client focused sales consultant
  • The skills for successful business development – how do you rate?
  • Developing business without coming across as a “used car salesman”
  • Identifying your key market – Who are you selling to?
  • What are clients looking for from you?
  • What are the opportunities you have to sell and develop business
  • Moving from an expert to an advisor
  • Building professional credibility and strong sustainable business relationships
  • Differentiating yourself


SESSION 47 Networking for New Business

  • Networking – The basics and the benefits
  • Testing your networking skills
  • Changing your way of thinking and overcoming your fears
  • The networking ladder of loyalty – turning a stranger into a client
  • Preparing and planning to get the best from your networking
  • Who to approach and how to break the ice
  • Dealing with nerves and valuing your contribution
  • Branding yourself and the company – explaining what you do
  • Listening – discovering prospects’ needs and spotting opportunities
  • Which groups to approach
  • How to move on with respect and courtesy
  • Making appropriate introductions
  • Using business cards to develop business
  • How to keep in touch – the importance of follow up


SESSION 48 Building Client Relationships

  • Creating business relationships
  • Profiling yourself and clients – a behavioural model
  • Recognising your behavioural preferences
  • Understanding the characteristics and preferences of individual styles
  • How do you naturally interact with clients and what do you need to change?
  • How do your clients/customers buy?
  • Adjusting your selling style to individual customers
  • Adapting to each client in order to build rapport
  • Reading others using verbal and nonverbal communication
  • Reading your staff, colleagues and clients
  • How to be assertive without appearing pushy
  • Creating a customer/client profile and planning checklist 


SESSION 49 Cold Calling Techniques

  • Pre-approach planning – setting clear objectives
  • Required information about your company and what you can offer
  • Pre cold call strategies – don’t just smile and dial
  • Overcoming call reluctance and your limiting beliefs
  • Developing your target market –the importance of research
  • What to say – the benefits and limitations of using scripts
  • Being tenacious – it’s an attitude and numbers game
  • Setting the environment – getting the appropriate mind-set
  • Using positive visualisation
  • Making the phone ‘warm’
  • Being organised but don’t sell on the phone
  • Dealing with gate keepers and the brush off


SESSION 50 Uncovering Opportunities and Developing Business

  • 4 stages of the client interaction
  • Meeting the client – creating the appropriate impression
  • Agenda setting – giving the client respect and control
  • Facilitating the client’s thinking – helping them to understand their needs
  • Implicit vs. explicit needs – more than just solving problems
  • Planning your questions and using strategic questioning techniques
  • Surface Questions – understanding their current situation
  • Hunt Questions – uncovering problems, challenges or issues
  • Adjust Questions – prioritising and clarifying the real explicit needs
  • Paint Questions – the power of the client articulating the benefits
  • Engage Questions – gaining a commitment to action
  • Presenting your case – features, advantages and benefits


SESSION 51 Selling Complex Products and Services

  • Simple sales vs. complex sales
  • Dealing with multiple meetings and stakeholders
  • Moving the relationship forward
  • Securing an advance rather than a continuation
  • Understanding the value equation – creating motivation to act
  • Three ways to create value at every stage of the client relationship
  • Classifying your current client relationships (Dugdale & Lambert)
  • Who are your advocate or partner clients
  • How to leverage social relationships
  • How to move Ad Hoc clients to on-going work
  • Leveraging your Technical relationships – doing more with them
  • The advantages of Partner relationships
  • How and when to ask for referrals


SESSION 52 Becoming a Trusted Advisor

  • Understanding the nature of trust – Beyond Master
  • Recognising the decision making factors and situational factors in building trust
  • Demonstrating honesty, authority, reliability and confidence!
  • Active listening
  • Developing empathy and rapport
  • Aligning your interests
  • Recognising the implications of risk and power
  • Showing benevolent concern – when/how to bear some cost
  • Displaying predictability and integrity
  • Increasing the level of communication
  • Real life application – building internal & external relationships
  • Analysing your advocates – what can you learn?


SESSION 53   Delivering Influential Sales Presentations

  • Planning and structuring your sales presentations
  • Analysing your audience – don’t deliver the standard presentation!
  • Conducting yourself professionally when presenting to clients
  • Differentiate between implicit and explicit presentations
  • Opening effectively – grabbing their attention
  • Having a logical, focused, seamless and persuasive message
  • The delivery – presenting your solutions
  • Selling your message – the use of reinforces
  • Creating interest – identifying value for your customers
  • Demonstrating the benefits for their explicit needs
  • Integrating props, sales materials, visual aids and technology to enhance your message
  • Closing powerfully with a call to action


SESSION 54 Dealing with Objections and Client Resistance

  • Understanding the reasons why clients do not commit
  • What are the common objections that you hear?
  • Why do you get objections?
  • Overcoming surface or reflex resistance
  • How to determine a customer’s real objection
  • Responding to objections – what to say
  • Dealing with the emotions – not taking it personally
  • Building your ‘objection back’
  • Overcoming price and financial objections
  • The rules regarding concessions
  • Differentiating yourself to deal with financial objections
  • Your Unique Selling Points – there are more than you think
  • Breaking through ‘shop blindness’
  • How to sell the USP’s of yourself and the organisation


SESSION 55 Asking for the Business

  • Why you shouldn’t feel uncomfortable asking for the business
  • Demonstrating capacity – presenting your solution
  • Earning the right to ask for the business
  • What is ‘the close’ and when do we use it?
  • Identifying the buying signals
  • The danger of ‘closing techniques’ – Why do they go wrong?
  • The importance of control – never use a assumptive close
  • The push will result in a push back
  • Obtaining and confirming commitment
  • Overcoming the fear of rejection
  • The difference between stalling and advancing the relationship
  • Wrapping up the client meeting and confirming the next steps


SESSION 56 Negotiating Profitable Business Outcomes

  • Negotiating within the context of the on-going client relationship
  • Withdraw, accommodate, defeat, compromise or collaborate
  • Using collaborative negotiation to achieve win/win outcomes
  • Preparing for your negotiations - what information do you have and what do you need
  • Clarifying the bottom line and defining your critical points
  • Opening a negotiation – setting the right tone
  • Identifying the needs and goals of all parties
  • Developing options and alternatives
  • Gaining agreement and confirmation
  • Closing the negotiation and planning next steps
  • Recognising the common negotiation tactics that customers use
  • Selling your services at a higher price


SESSION 57    Organising Yourself and Managing Your Time

  • Setting your goals, targets and objective
  • Prioritising business development and client contact
  • Planning ahead – your day, week, month
  • Using Stephen Covey’s 4 Box Model to prioritise your workload
  • Understanding your controllable and uncontrollable time
  • Leveraging your chronobiology and personal motivation
  • Must, should and want to do lists
  • Using technology such as Outlook and ‘smart phones’
  • Streamlining your email and administration
  • Communicating and clarifying the urgency of tasks
  • Negotiating interruptions
  • Avoiding double handling of tasks
  • Dealing with deadlines and avoiding procrastination


SESSION 58 Proactively Managing Ongoing Client Relationships

  • Creating and maintaining long term partnerships
  • The 7 stages relationship management
  • Analysing, planning and reviewing – not just implementation
  • Which clients are you focusing on – implications of the 80/20 rule
  • Initiative & being proactive – what to do?
  • Reviewing and categorising your accounts (A, B, C, D, E)
  • Targeting your high potential clients
  • Reviewing your contacts and key players – The User, Gatekeeper, Guide, Decision Maker, Final Decision Maker
  • Planning & preparation – SWOT Analysis
  • Building an account – tactics to move the client to the next stage
  • The importance of the follow-up
  • Creating and maintaining long term partnerships


SESSION 59   Building Cross Referrals and Partnering For Success

  • Strategically aligning to your clients
  • Relationship Selling vs. Transactional Selling
  • The benefits of cross referrals to the company, the client and you
  • Overcoming the risks and loss of control
  • Criteria to identify potential cross referral clients
  • Recognising the appropriate contacts
  • Uncovering and capitalising on opportunities
  • Using our internal partners – what else can we offer?
  • Building relationships – both internal and externally
  • Principles and values to work by
  • Planning – 3 month, 6 month and 12 month
  • Critical Success Factors – Getting specific!
  • Monitoring and Reviewing progress








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