Sales: New Business Development - UK & Europe
Developing new business is the lifeblood of many companies. Even those with a strong, established customer base need to be developing new lines of business or risk complacency and decline. New business development (NBD) is however one of the most challenging areas of sales. This program looks at a clear 4 stage process for new business development that helps people and organizations tackle this demanding area.
Key Topics
New business development
- A different type of selling
- Hunters or farmers?
- Understand what type you are and how to best use your skills
Stage 1 ~ Identifying opportunity
- Developing a robust process not leaving it to ad hoc circumstances
- Generating leads and targets. Creating a pipeline
- Research
- Qualifying ~ ensuring you're not wasting your time
Stage 2 ~ Making initial contact
- Cold calling ~ Often the least favourite thing to do. How to make it fun
- Developing your 'elevator pitch'
- Having something compelling to say
- Why are you different? Your Unique Selling Points (USP's)
Stage 3 ~ Progressing the sale
- Doing the leg work
- Research
- Networking
- Controlling the progress (funnel management)
- Pester or Persistence?
Stage 4 ~ Closing the sale
- Timing is all
- Contingency planning
- It's in the detail
Instructors
PATRICIA SEABRIGHT is an expert on interpersonal communication skills and process. She has developed and delivered training programs in the areas of management and employee development, strategic influencing, and presentation skills. Her expertise is founded on a successful career in sales and sales management with some of the top global companies such as Coca-Cola and Procter and Gamble in the UK.
In 2001 she founded Archimedes Consulting Limited which is dedicated to helping individuals, teams and organizations maximize their effectiveness. She has extensive experience of consultancy, training and development, working on team and individual development, designing, selling and delivering training programs.
She approaches client engagements by looking to gain an in depth understanding of the business and then using that to put together a tailored and specific solution for the needs to that particular client. This is an approach that has been highly successful with her portfolio of international clients, across a number of different industries from consumer goods to high tech.
She brings to her programs a genuine passion for people development; she’s known for her pragmatic, commercial and real-world approach with her engaging and entertaining style.
Patricia is an associate of the Coaching Academy, an NLP practitioner, a fellow of the Institute of Sales and Marketing and a Thomas International accredited practitioner.
Onsite Delivery
Contact: info@effectivetraining.com
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