Training Programs

Business Development Techniques

Building customer relationships is the cornerstone of generating sales revenue.  This customized interactive workshop offers a consultative approach to selling.  Participants learn how to maximize their networking efforts (including using social networking) to develop prospects.  Each participant completes the “What’s My Selling Style?” assessment and is videotaped making part of a presentation. 

Customized case studies are aligned with the company’s products and services.  

Available in Spanish

Topics Covered:

• Utilization of The Business Development Cycle
• Asking the Right Questions to Gather Information
• Strategizing the Best Ways to Network
• Working with and Gaining Access to “VITOs” via “Gatekeepers”
• Learning to Pick Up on Customer Buying Cues
• Techniques for Utilizing Voice-Mail and e-Mail
• Using Cross-Selling Techniques 
• Dealing with Objections
• Closing the Sale

Length

Varies Based on Client Need

Audience

Sales Managers and Sales Professionals 

Methodology

Group Discussions, Exercises, Videotaped Presentation, Self-Assessment, Lecturettes, and Workbook

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