This
professional
business
development
programme
centres
on
the
core
issues
that
confront
businesses
in
relation
to
business-to-business
selling
and
existing
account/market
development.
The
programme
will
emphasise
the
professional,
people-to-people
elements
of
selling
–
Prospecting
Intelligently,
Qualifying
Opportunities,
Pipeline
Management,
Building
(and
maintaining)
Relationships,
using
Advanced
Communication
Skills
and
understanding
the
importance
of
Account
Development.
Objectives
Adopt
a
systematic
and
strategic
approach
to
gaining
business.
Develop
the
sales
skills
required
for
success
in
competitive
markets.
Understand
the
importance
of
an
‘Account
Development’
approach
to
selling.
Apply
rigorous
qualification.
Be
better
able
to
recognise
and
influence
decision
criteria
Be
better
able
to
recognise
sales
possibilities
and
opportunities.
Be
more
professional
and
objective
in
sales
forecasting
Attendees
Will
Learn
How
To:
Account
and
Sales
Managers
who
have
a
remit
for
sales
performance
Those
about
to
move
into
selling
those
who
are
currently
selling
but
have
had
no
formal
sales
training;
Those
with
sales
experience
and
who
wish
to
revise
their
skills
levels;
Those
whose
role
is
to
support
the
sales
process
within
an
organisation.
Content
Selling
Products
or
Services
–
The
Management
Challenge
The
Changing
Role
of
the
Salesperson
The
Purpose
&
The
Objective
of
Selling
Holden’s
4
stages
of
Proficiency
The
Buying/Selling
Process
The
Buyers
Cycle
The
Salesperson’s
Response
The
Professional
Sales
Call
–
SAPO
The
Complex
Sale
v
The
Simple
Sale
Planning
&
Preparation
Understanding
USPs
Value
Statement
Libraries
Juran’s
‘Truth’
Prospecting
and
Getting
The
Appointment
Customer
Profiling
Prospecting
Techniques
Getting
the
Appointment
Qualification
Techniques
(&
How
To
Use
It)
Primary
Qualification
&
Technical
Assessment
Should
I
Compete?
Is
it
worth
it?
/
Can
I
Win?
Sales
Communication
Skills
Understanding
Communication
Skills
Working
With
The
Buyer’s
Perception
Questioning/Listening
The
SPECS
Questioning
Technique
Selling
to
‘Different’
Customer
Types
Buyer
Types/Buyer
Motives
Deciding
on
Your
Response
The
Customer
Relationship
Decision
Criteria
(Why
‘buyers’
Buy)
How
To
Influence
The
Decision
Process
The
Golden
Shot
Handling
Customer
Concerns
The
‘Consultative’
Sales
Process
Selling
Through
The
‘Consultative
Approach’
Spotting
Consulting
opportunities
The
‘Sales
Consultancy’
Cycle
Professional
Negotiating
(Win-Win)
The
Process
of
Negotiation
The
Difference
between
Selling
and
Negotiation
The
Fundamentals
Of
Why
Negotiations
Fail
Proposing
–
Asking
For
What
You
Want
!
The
Psychology
Of
Bargaining
Closing
the
process
Gaining
The
Order
Closing
–
How
Important
Is
It?
Getting
Commitment
The
Fear
Of
Rejection
Managing
Sales
Development
The
Sales
Funnel
Pipeline
Management
Sales
Forecasting
Techniques
The
4
Keys
to
Sales
Effectiveness
Account
Management
&
Protection
Managing
Perceptions
and
Expectations
Exploiting
Good
Customer
Service
Territory
&
Account
Allocation
Account
Development
Strategies
(ADS)
Determine
the
Factors
-
Plus
and
Minus
that
affect
the
Outcome
of
your
Sales
Using
Teams
As
Competitive
Edge
Building
On
The
Account
Relationships
–
The
Trusted
Advisor
Develop
Strategies
that
Maximise
your
Market
Penetration
and
Protect
your
Existing
Accounts
How
to
Sell
in
Partnership
With
Each
Account
Establish
Long
Term
Business
Objectives
for
New
accounts
-
and
Plan
Further
For
Major
Accounts
