New Business Development

A course for anyone who needs to proactively find, approach, develop and win, profitable new business now. This course 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
PROACTIVELY apply what you’ve learned to attract, win, and retain new business

Key Areas covered:

Understand your NBD preferences
The NBD process
Proactive NBD planning
Developing a NBD criteria
"Warm" calling
Discovery planning and technique
Planning and developing persuasive solutions
Closing and compliance

Method:

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