New Business Development

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This 2 day workshop has been designed to enable the delegates to develop the necessary skills and techniques required to achieve their new business development targets

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
Illustration - Tablet

By the end of this course you will:

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Build an effective business
development plan and sales strategy

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Understand the key selling and
prospecting skills required to develop
new business and network

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Manage your time effectively and
present yourself in a professional way

Make an enquiry

Ready to book? Simply complete the form with your details and we will contact you about the next available dates.

If you require further advice on the suitability of this course, please call our experts on 0117 248 2731

APCC Affiliate
ilm approved

Ready to change the way you work?