Business Development

When you say it, it's a goal, when your customers say it, it's real!

Business in recent years has taken on many new and complex dimensions, and this trend is likely to continue. The field of sales has also seen some dramatic and far-reaching changes. Today's business developer, as well as today's buyer, is better educated, more informed and has more options than ever before. In part time rolls, these revenue generators may be partners, practicing attorneys, accountants, or other professionals who ultimately share responsibility for practice expansion.

"I am thrilled with the work you have done with my sales staff...talk about cost effective..." -- (General Manager, media)

These changes have created new, exciting and challenging possibilities in every organization. Business Development occurs only when sales knowledge is internalized, creating a behavioral change that leads to the expression of positive, results-oriented skills.

Today's business is sales-driven. One element that distinguishes profitable companies from non-profitable companies is their ability to better develop their "rainmakers". The result is professionals who sell because they want to excel, and succeed because they understand why and how to utilize their knowledge. The Business Development process not only makes sales possible, but eminently profitable.

Key Areas:

  • The Need to Reinvent Yourself
  • Preparation for Success
  • Success Qualities and the Importance of Balance
  • The Buying Process & Why People Buy
  • Evaluation of You and Your Organization
  • The Selling/Buying Process and Decision Making
  • Success Attitudes for Positive Results
  • Confronting Resistance to Change
  • Identifying Your Target Market
  • Suspects vs. Prospects
  • Networking and Creating Interest
  • Creating and nurturing the prospects
  • Goal Setting for Success
  • Affirmation Techniques to Keep Your Morale High
  • Centers of Influence and Referrals
  • The Sales Funnel
  • Communicating, Fact Finding, and Listening
  • The Secrets of Securing Appointments
  • Creating Favorable First Impressions & Gaining Favorable Attention
  • Discovering Wants and Needs
  • Handling & Differentiating Objections and Stalls
  • Securing Commitment and Collectibles
  • Effective Presentation Techniques
  • Requests for Proposals or Quotes (RFP or RFQ)