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Business Development Programmes
Our business development programmes fall into four categories: (please click on the relevant programme for more details and course outline)
Our aim is to enable your people to become effective, self-sufficient, motivated and competent in managing prospects from creation to conversion in a timely and professional way whilst maintaining and developing existing relationships to increase and convert on-selling opportunities.
Our programmes provide the following benefits:
Telephone sales and marketing
- Increase telephone activity
- Reduce telephone reluctance and resistance
- Improve contact levels and coverage
- Enhance conversion ratios
- Improve the quality of business opportunities
- Enhance brand positioning in your market place
Click here to see Client Project for Energy Helpline's feedback on their Telephone Sales course
New business face to face sales
- Increase sales activity
- Exceed sales targets
- Enhance the consultative nature of sales activity
- Implement a step by step approach to consultative sales
- Develop the congruent attitude and motivation for improved sales activity
- Improve qualification of prospects
- Develop understanding of prospect needs, motivations and objectives
- Enhanced questioning and funnelling skills
- Active problem and need building in a subtle yet powerful way
- Enhance pro-active listening and rapport building skills
- Higher impact of benefit statements
- Better link between benefits and needs
- Stronger differentiators of benefits to competitors
- Better awareness of buying signals
- Subtle yet powerful commitment gathering techniques
- Enhanced and more persistent objection handling techniques
Click here to see Client Project for Heath Lambert Insurance Group's feedback on their New Business Producer Programme.
Negotiation Skills
- Understand negotiation strengths and weaknesses
- Enhance key negotiation skills i.e. questioning, listening, summarising, understanding non-verbal signals, assertion and closing
- Improve the step by step approach to negotiations when:
- Preparation
- Discussion
- Proposing
- Bargaining and closing
- Enhance attitude and style in seeking mutually acceptable outcomes
Click here to see Client Project for Fisk Brett's Intensive Negotiation Skills course
Account Management and Development
- Categorise clients to prioritise activity
- Identify activities to secure, broaden, expand or diversify with the client
- Improved knowledge of the decision making units and processes
- Enhanced knowledge of the roles, objectives and motivations of buyers
- Network to expand contact base-whilst maintaining existing relationships
- Change the client’s perception of you from Commodity Broker to Trusted Advisor
- Assess levels of trust with existing contacts
- Enhance levels of trust with tangible results
- Improve rapport, listening and empathy
- Improve the depth of engagement with the client by enhancing your understanding of the bigger picture
- Identify the client’s needs and problems with questioning and funnelling techniques
- Persuade and influence the client’s needs by generating awareness of problems
- Frame solutions to meet the client’s needs, address problems and contribute to the bigger picture
- Ensure your solutions become essential to helping the client achieve their objectives
- Seek commitment and utilise it to manage complex and lengthy decision making processes
- Enhance the management of change with the client
- Improve the management of blockers and resistance within the client organisation
- Managing multi-level relationships
- Systemising the approach to account management, opportunity spotting and development
Click here to see Client Project for Allianz Personal Lines Division's Account Management and Development course
If you would like to discuss your requirements further, or to book a course, please contact us via the website or call us on 01903 817930