Overview

Effective Sales and Business Development Executives combine strong engagement skills, unique industry insights and marketing knowledge to turn prospects into profitable customers while simultaneously focusing on the creation of long-term value for an organization from customers, markets, and relationships.

Through practice and using tools such as small group exercises and job-related, real-world scenarios, Sales and Business Development Executives will fine-tune their skills to drive organizational value by understanding emerging customer trends, customer perception of value, effective prospecting and negotiation, overcoming presentation fears, leveraging cross-selling opportunities and applying high levels of customer relationship management practices that benefit both the customer and the organization.

Areas covered

• Lead generation, business development and sales.
• Navigating organizational barriers to reaching decision makers.
• Getting meetings, preparation and maximizing your effectiveness
• Knowledge of client – client information – never meet a prospect unprepared
• Transformative process of communication in sales
• Offer unique ideas and insights that customers have not considered before.
• Creating value and competitive advantage in the mind of the customer
• The negotiation approaches – maneuvering for dominance and control.
• Resolve customer concerns – addressing all objectives.
• Professional sales skills for preventing objections.
• Closing the sale – how to win or lose the sale