Business Development: Tools and Techniques
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through customer journey mapping and consultative selling on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: customer complaints are logged far more often than they are analysed, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with sales forecasting, difficult conversations and customer retention in their own organisation.
What delegates leave able to do
- Explain sales forecasting to someone who does not do the work, measured against consultative selling methodology
- Take ownership of difficult conversations rather than escalating it
- Make a decision about customer retention without waiting for a specialist
- Bring voice of the customer programmes into line with current good practice
What the course covers
- Customer journey mapping
- Consultative selling
- Sales forecasting
- Difficult conversations
- Customer retention
- Voice of the customer programmes
- Needs analysis
Who should attend
- key account managers
- branch managers
- sales managers
