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Focused Training
Executive Coaching Company

Executive Coaching Company

1 day course |

Business Development - Advanced Selling Skills

This interactive and practical one/two day course will further develop the skills of the successful professional responsible for sales management, advancing the sales opportunities to point of order and those responsible for tendering and complex final and contractual negotiations.  Delegates will have an opportunity to assess their own abilities and develop action plans in line with business targets.

Who should attend?

Senior Managers with responsibility for strategy and business growth.

Aims and Objectives

To provide participants with:

Review of the eight key elements of successful selling.

Research techniques for understanding client needs.
Conducting a SWOT analysis of the business and of the main competitors.
Agreeing company and individual targets including assessment of new potential markets.
Bid criteria matrix – identifying ideal clients.
Lost order analysis.
The importance of conversion factor and attrition ratio.
Negotiating skills including:
  • Strategy and planning
  • The buyer’s position
  • Win-win outcomes
Opportunities for role play and group feedback will be included during the day.

An individual action plan will be prepared by each participant to ensure that the knowledge and skills developed during the programme are applied to the business.

Follow up coaching sessions are also available for each delegate.

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