Sales and Business Development

Course Content

Sales and Business Development

• Module 01 - Uncovering Opportunities – Selling without Selling

  The old-fashioned ‘sell’ where you persuade the customer to buy your product or service rarely works these days. Why? Because people hate being sold to. A far better approach is having conversations where the salesperson asks questions, understands the customer’s needs, facilitates thinking and helps them solve problems in their business. This is what we mean by selling without selling.

  Outcomes:

  1. Acquiring a Business Development mindset
  2. Lead masterful sales conversations from beginning to end
  3. Use questioning techniques to uncover the customer’s needs and priorities
  4. Creating motivation for the customer to act on their needs
  5. Develop and communicate a compelling value case
  6. Build strong relationships with commercial outcomes
• Module 02 - Building Trust

  Trust is at the heart of every relationship, and it’s especially critical when there is uncertainty or vulnerability such as in the sales environment. But trust isn’t magically created. In fact, it’s not even that mysterious. There are factors that can be understood, and behaviours adopted to move a salesperson into a trusted advisor for their customers.

  Outcomes:

  1. Identify and define the concept of trust
  2. Identify and model behaviours that solicit trust in others
  3. Understand the needs of others when giving trust
  4. Create a climate of communication and rapport
  5. Cultivate effective, authentic working relationships with your colleagues and customers
  6. Rebuild relationships when trust has been broken
• Module 03 - Asking for the Business and Dealing with Objections

  Many salespeople build great relationships with their customers yet fail to get commitment at the most important end of the sales cycle. This might be due to inexperience or lack of desire to handle objections and ‘close the deal’. It is essential that sales professionals can skilfully overcome concerns or push back and manage difficult situations effectively to get the business across the line.

  Outcomes:

  1. Uncover limiting psychological fears and concerns when asking for the business
  2. Understand what motivates buyers to say yes
  3. Overcome objections that get in the way of the sale
  4. Sell based on value and reduce price push backs
  5. Recognise buying signals – including verbal and non-verbal cues
  6. Gain commitment and close with maximum success and integrity
• Module 04 - Negotiating Successful Outcomes

  Most people don’t prepare for negotiations because they don’t realise, they’re in one. Yet there are techniques you can use to get others to say ‘yes’ more often, that build your confidence and work effectively towards mutually beneficial outcomes. In the workplace, improving your negotiation capability will help you build stronger relationships, deliver long term solutions, and avoid harmful conflict.

  Outcomes:

  1. Understand different negotiation styles and when to apply them
  2. Recognise the limiting beliefs and dominant strategies that drive competition over collaboration
  3. Clarify the purpose of the negotiation and the issues under consideration while identifying the primary needs and desired outcomes of all parties
  4. Use negotiation techniques to persuade the other party of the strength of your position
  5. Understand the value of seeking mutual gain whenever possible
  6. Use techniques for dealing with conflict or deadlocks
• Module 05 - Key Account Management

  Luck isn’t enough to achieve long-term success in sales, it takes planning and strategy. And selling to existing accounts is one of the biggest untapped opportunities for revenue growth. After all, they already know you and like your products and services. Key account management can help to grow existing accounts by fostering long term relationships with customers and strategically aligning to their business.

  Outcomes:

  1. Build strategies and plans to grow your key accounts
  2. Select accounts with the greatest potential, and stop wasting time on those with low potential
  3. Create and maintain long-term partnerships
  4. Identify needs from the customer’s perspective, strengthening and deepening your ability to create value
  5. Build account plans that result in revenue growth, deeper relationships, and overall account success
  6. How to better retain customers to increase their lifetime spend