Sales, Client and Business Development
Before you go any further, conduct your own Sales/Business Development Needs Analysis below:
Stage One
Listed below are the main benefits people have said they have gained from this development programme. In order for you to make a breakthrough to an even higher level of business and customer focus, which of the following areas do you need to strengthen?
- Develop Additional Self Confidence - Maintain a greater belief in myself and my abilities - be prepared to operate outside my comfort zone so that I generate higher value sales at higher margins.
- Attitude Control and Enthusiasm - Increase my ability to maintain a consistently positive attitude, particularly when the going gets tough and I experience rejection. Increase my ability to infect buyers with my enthusiasm.
- Determine Accurate Buying Needs and Criteria - Close my mouth and open my ears more often. Use effective questioning and listening to make sure I save time and energy by getting it right first time.
- Using the Telephone as a Profit-Making Tool - Successfully get past the gatekeepers and blockers to the decision maker. Increase my skill in maintaining control of telephone calls to achieve successful outcomes. Increase my appointment ratio and/or my telephone sales.
- Sell More Creatively - Do the things my competitors don't do to discover the Buyer's real needs and buying motives, so that I can tailor my solution to match what the buyer really wants.
- Build 'Sustaining Resource' Relationships - Increase my ability to remain on the buyer's agenda, so that I am better able to build long-term partnerships that produce repeat business. Help my buyers see me as their assistant buyer/sustaining resource rather than just another product peddler.
- Interpersonal Skills - Deal more effectively with people. Inspire, motive and lead others. Develop rapport and understanding with a wide range of people.
Stage Two
For each area you've selected, ask yourself:
- Why is that important to you?
For instance, what situation have you found yourself in, where extra skill would have helped you perform better, or achieve a more successful result?
- What advantage will follow to you when you have made progress in this area?
If you identify strongly with two or more of the areas above, click on the links below:
