If you or your organisation are keen to give your Business development activities a ‘cut and polish’ then get in touch to arrange your customised Tangible Business Development Workshop where we will collaboratively prepare a one, two or three day workshop. Our programmes will give you access to a comprehensive range of insights, tools and techniques and above all the enthusiasm to change up a gear in your Business Development activities. We have particular experience in selling professional services and bidding/securing major capital projects. Below we have listed some typical ingredients:
The World of Business Development
- Podcasts
- Books
- Functions/Association
- Mentoring
Atmosphere, Attitude, Action
- Vision Level
- Positive Mental Attitude
- Neuro-Linguistic Programming-Hung by the Tongue!
- Self Belief & Ownership Mentality
- Anatomy of a Sales Person
People Skills & Personalities
- How to Get Someone to Take their Jacket off
- How to win friends and influence people-Dale Carnegie
- The power of personality- Florence Littauer
- Flexing across the Personality Spectrum
Personality Test
- Personalities in Power
- Making Baileys!
- Exercise-Attitude Tester
Product Knowledge
- Benefits not Features
- Product Enthusiasm
- Managing Expectations
- Listening to Feedback-Two Ears, One Mouth
Selling Preparation
- Market Research
- Making the List
- Support Material-How much is required?
- Setting Tangible Targets
- The Fabulous Fortnight & The Magnificent Month-Time Management
Contacting/Inviting
- Posture Power
- Portraying Confidence on the Phone
- Prospecting-Asking the Question
- Making Appointments-Which Questions
- The Phone Call (He’s in a meeting, can I ring you back?)
- Role Play-Exercise-Which Questions?
The Meeting/Presentation
- Setting the Scene
- Changing the Posture
- Reading the Signals
- Using Body Language to control the meeting
Objections and How to Overcome Them
- Closing the deal
- Creating an Ongoing Client Relationship
Tangible Exercises/Reading Material
- Personality Test
- Stand & Deliver
- Nice Cop/Tough Cop
- Overview of MS Power Point et al
- Watch the Paper Work
Beimid ag caint! We’ll be talking!