Business Development for Small and Medium Enterprises
3 days|Delivered on request
Business Development for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including negotiation in sales, complaint handling and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with objection handling, customer journey mapping and sales forecasting in their own organisation.
What delegates leave able to do
- Spot where objection handling is failing before it becomes a finding, measured against consultative selling methodology
- Improve customer journey mapping within their own organisation
- Put sales forecasting on a footing they can defend to a reviewer
- Make a decision about consultative selling without waiting for a specialist
What the course covers
- Negotiation in sales
- Complaint handling
- Objection handling
- Customer journey mapping
- Sales forecasting
- Consultative selling
- Service recovery
Who should attend
- key account managers
- sales managers
- branch managers
- service desk staff
