Business Development in the Public Sector
3 days|Delivered on request
Business Development in the Public Sector takes the discipline and works it through the constraints of this operating context, including complaint handling, objection 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 negotiation in sales, pipeline management and difficult conversations in their own organisation.
What delegates leave able to do
- Review negotiation in sales and say plainly whether it is working, measured against consultative selling methodology
- Make a decision about pipeline management without waiting for a specialist
- Put difficult conversations on a footing they can defend to a reviewer
- Explain needs analysis to someone who does not do the work
What the course covers
- Complaint handling
- Objection handling
- Negotiation in sales
- Pipeline management
- Difficult conversations
- Needs analysis
- Customer retention
Who should attend
- sales managers
- sales representatives
- service desk staff
- client relationship managers
