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Business
Development Skills
Differentiate
Your Tangible or Intangible Products and Services Using Value
Based Business Development Sales Skills
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.
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