Business Development Techniques


Building customer relationships is the cornerstone to generating sales revenue.  This customized interactive workshop offers a consultative approach to selling.  Participants learn how to maximize their networking efforts (including using social networking) to develop prospects.  Each participant completes the “What’s My Selling Style?” assessment is videotaped making part of a presentation.

Customized case studies are aligned with the company’s products and services. 

Learning Outcomes

  • Utilization of The Business Development Cycle
  • Asking the Right Questions to Gather Information
  • Strategizing the Best Ways to Network
  • Working with and Gaining Access to “VITOs” via “Gatekeepers”
  • Learning to Pick Up on Customer Buying Cues
  • Techniques for Utilizing Voice-Mail and e-Mail
  • Using Cross-Selling Techniques 
  • Dealing with Objections
  • Closing the Sale


Varies Based on Client Need


Sales Managers and Sales Professionals


Group Discussions, Exercises, Videotaped Presentation, Self-Assessment, Lecturettes, and Workbook

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