Business Development Masterclass
5 days|Delivered on request
This advanced programme assumes delegates already work in the field. It goes past the basics into proposal writing, objection handling and the judgement calls that sit outside consultative selling methodology. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with upselling and cross selling, pipeline management and service standards in their own organisation.
What delegates leave able to do
- Make a decision about upselling and cross selling without waiting for a specialist, measured against consultative selling methodology
- Put pipeline management on a footing they can defend to a reviewer
- Improve service standards within their own organisation
- Explain needs analysis to someone who does not do the work
What the course covers
- Proposal writing
- Objection handling
- Upselling and cross selling
- Pipeline management
- Service standards
- Needs analysis
- Consultative selling
Who should attend
- sales representatives
- key account managers
- contact centre team leaders
- sales managers
- service desk staff
