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Erica Strohl

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Published on: 13 Jun 2016 by ericastrohl

Business Development Essentials - Wallace Associates

This programme enables you to work with a BD team to find
business and support your BD Manager in a complex selling environment. It is
designed for people at the BD
Associate
level. During the programme you will learn skills to be effective
in building personal relationships with clients, run effective sales
consultations, persuade and influence your business contacts and build long
term plans for moving business forward. You will also learn the need for being
well organised and resourceful in expanding contacts and openings in your
target client companies.

 

Objectives

By the end of the programme you will
be able to:

·       
Use
techniques to improve resourcefulness and personal organisation

·       
Discuss
strategic and business issues in a BD engagement

·       
Explain
the company value proposition with persuasion and influence

·       
Use
the dialogue technique to run effective sales consultations

·       
Build
trusting relationships by using win–win negotiations

·       
Develop
skills for smoothing difficulties when difficulties arise

·       
Use
friendship to
build long-term business relationships

·       
Manage
your client’s doubts and fears and overcome barriers to progress

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