Learning Development and Coaching since 1987

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"Tell me and I forget. Teach me and I remember. Involve me and I learn."
--- Benjamin Franklin

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

As a business development manager, use proven skills to be able to:

• Use networking and contact leverage to talk to the decision makers
• Adapt to different communication and motivation needs and review strategies developed for a particular prospect
• Use the Benefit to Gain or Loss to Avoid model to gauge value
• Craft value propositions that clearly demonstrate added-value services
• Create a need for your product or services
• Know how to identify the "pain" and expand the performance gap of the current supplier
• Guide the prospect in "firing" his / her current supplier
• Present benchmarking analysis and industry knowledge to establish credibility
• Modify conversation topics based on the "level" of contact
• Review the structure of a "three objective" proposal
• Refocus prospect perceptions
• Use business acumen skills to cost justify the recommendation
• Describe how the theory of exchange impacts the value selling proposition
• Execute a value sales campaign based on the action plan developed during the workshop

As a business development manager, your primary goal is organic growth - growing marketshare by convincing a prospect they need your product or service or by taking marketshare from your competition. Both require strategic and tactical skills and techniques. And when you finally get agreement to the initial meeting with the prospect three people are in the meeting: you, the prospect and the incumbent supplier. And everyone claims to have the best customer service, the highest quality, the fastest delivery, etc. It is not what you do but how you do it that makes the difference. This workshop will provide the business development manager with the tools to structure the strategic business development plan and the tactics needed to help the prospect discover what they should be getting from a true business partnership.

Our skills training is a pragmatic, experiential workshop that will enable the business development manager to be proactive in uncovering concerns and cost-justifying solutions to address the value gap. Value based consultative selling goes beyond just a competitive price to identify the abilities and services you offer that will help the prospect lower their costs, increase inventory turns or sell more of their products. Business development manager recommendations will add value when they have measurable impact on the top or bottom line of the income statement. Many times business development managers feel they are using value added consultative skills, but the client views the proposition as expected performance. Keep in mind that the value added offering of today, in the client's eyes, becomes the standard of tomorrow: the value bar keeps going up.