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(PROACTIVE) NEW BUSINESS DEVELOPMENT

A common theme emerged from a recent global, two year study on the challenges facing today’s sales organisations: The urgent need to generate new business more proactively. "Sales leaders around the world agreed that although there may have been a time when salespeople could succeed operating as passive and efficient order-takers, this is clearly no longer a viable role". Customers today are more informed, selective, and demanding than ever before. In order to successfully compete for the business of customers who have multiple options, top performing salespeople should no longer count on the fact that their customers will always remain their customers. Success, by today’s standards, demands that you proactively build new relationships. This workshop shows how.

Description:

A program for anyone who needs to proactively find, approach, develop and win, profitable new business now. This workshop was developed primarily for organisations that provide solution-based services and employ individuals who may not have a sales background but are required to source new pieces of high value business in the minimum amount of time.

Outcomes:

• Better recognise symptoms of excellent new business opportunities

• Leverage current relationships ethically and effectively

• Get at least 9 meetings from every 10 calls!

• Develop referrals so that you never have to make a 'cold call'

• Use a qualifying criteria that will make more effective use of your time

• Start chasing and winning profitable clients and business you can win

• Gain commitment from others using influence not coercion

• Reduce the length of your sales cycle

• Network more effectively

• Apply what is learned immediately to your business

Method:

Instructor led, program discussion, video, case study, team planning and individual feedback