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Training and Coaching in: Leading, Managing, Negotiating and Selling since 1987

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

At the conclusion of this business development manager skills training, participants will 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
• Deal effectively with "price only" potential customers
• Use the benefit to gain or loss to avoid model to gauge interest
• Apply modern influencing techniques to sales and marketing strategies
• Know how to identify the "pain" and exacerbate the performance gap of the 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 financial business acumen skills to dollarize the solution
• Understand business development manager skills in negotiation: when to make the first offer, when and how to make and ask for concessions and how to make the other person feel they won
• Execute a business development campaign based on the action plan developed during the workshop
• Reference examples of effective business development manager skills

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 in these extremely competitive times, when you finally get the initial meeting with the prospect, three people are figuratively 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 only what you do but how you do it that makes the difference. This business development manager skills training course will provide the tools to structure a strategic business development plan and the tactics needed to help the prospect discover what they should be getting from a true business partnership.

Our business development manager skills training is a pragmatic, experiential course that will enable the business development manager to be proactive in uncovering concerns and cost - justifying solutions to address the value gap. Value based selling goes beyond just a competitive price by identifying the abilities and services you offer that will help the prospect lower their costs, increase inventory turns or sell more of their products. Effective business development manager techniques include how to make recommendations that will add value and have measurable impact on the top or bottom line of the income statement. Many times a business development manager may feel he / she is 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.