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Business Development

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In collaboration with the Sales Institute HEC Montréal

Looking to develop a winning strategy to broaden your customer base and ramp up your selling power for your products, services and/or ideas? This course will teach you communication strategies for business development and sales that are based on proven techniques. With these tools in your arsenal, you’ll stand out from the competition by being able to convincingly articulate the best solution in a world of competition and value creation.

Presentation

GOALS

Recognize the importance of value creation in business and learn how to achieve it.
Understand what business development entails.
Grasp the fundamental role of interpersonal communication.
Sharpen your verbal and non-verbal communication.
Optimize how you build your contacts and select prospective customers.
Develop and adopt successful approaches and an effective sales structure.
Improve your presentations and increase your sales closing ratio.
Learn how to deal with objections and get helpful negotiation tips.

IS THIS FOR YOU?

Professionals, entrepreneurs, executives, sales representatives and consultants.

No matter where you fit in the company hierarchy, this course will help you assess and improve your current practices, discover new ways of doing things and structure your business development approach in a professional, productive way.

SPECIAL FEATURES

The program is built around sales best practices. Using powerful and proven strategic approaches, you will be able to improve your relationships with business partners, better connect with current and prospective customers, and take your business development to new heights.

By the end of this course, you will see your current methods from a whole new light, allowing you to pinpoint where and how you can improve.

Program

A short questionnaire will be sent to you prior to the training in order to know your experience and thus adapt its level accordingly.

Day 1

Integrate business development into your organization's strategy.
Recognize the importance of “creating value” as your customer base defines it.
Observe the market and adapt to it.
Better targeting: determine the channels, optimize the development of your contacts and the choice of your customers.
Incorporate digital and social marketing into your approach.
Adapt customer contact in a context of market transformation.
Recognize the importance of preserving and building a long-term relationship with your customers.
Take advantage of business intelligence tools.
Prepare your meetings and follow-ups well to stand out from the competition.
Present your business solution (service offering) in a professional and convincing manner.

Day 2

Realize the essential role of interpersonal communication in relationships.
Improve your verbal and non-verbal communication to generate engagement among your customers.
Be interested in the customer: structure your questions and deal with objections.
Skillfully sequence the different stages of the sale to optimize the efficiency of the process.
Recognize customer buying signals and choose the correct closing method.
Understand the different aspects of a business development plan.
Recognize concrete elements of change and improvement for your team, your company and you.
Evaluate your current situation regarding your internal business development capabilities.
Determine the mitigation actions that respond to your current issues as well as the areas of improvement to be implemented.

TEACHING APPROACH

Dynamic approach and targeted interventions
Template to assess your current situation
Exercises to put the concepts taught into practice
Team case studies and group discussions
Work tools that can be quickly used
Sharing experiences
Discussions on participants' challenges as salespeople or sales managers

Instructors

Isabelle Demers

BAA, DESS, MSc, CSL

Lecturer, HEC Montréal and CEO, Gestion Christine Beaulieu inc.