New Business Development

What we will cover

• Gaining commitment, including handling difficult customers, overcoming objections, giving bad news, saying “no” positively, recognising and responding to buying signals, closing techniques
• Negotiation Skills (with customers) – structuring negotiations, influencing strategies, and how to use them, win-win outcomes
• Meeting skills – preparation, objectives/agenda setting, meeting management and structuring using A.I.D.A (Attention, Interest, Desire, Action), professional first impressions, building rapport, company/product positioning, understanding body language, assertiveness
• Report/Proposal writing – preparing and writing well written proposals
• Producing professional presented proposals and written communication
• Create a framework for effective and successful new business development
• The rules to winning business
• Defining your ideal prospect (size, location, industry, trade sector etc.)
• Building and proactively managing a ‘quality not quantity’ pipeline – nurturing your prospects, keeping in touch, following up
• Qualifying and forecasting prospects – knowing when to ‘walk away’
• Planning sales & self-marketing activity, making quality contacts, getting organised, raising your profile
• Finding the time to focus on new business development
• Gaining referrals and recommendations
• Working with professional introducers
• Generating and managing prospects using LinkedIn and other tools
• Understanding the buying and selling process
• Maximising sales conversion rates
• Creating win themes and win strategies
• Understanding buyer behaviour
• Developing relationships with all key decision influencers and stakeholders
• Effective communication skills – questioning skills, funnel technique, SPIN technique, positive/partnership language, using voice to influence, active listening skills