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As part of our corporate training package we
offer coaching to clients experiencing
difficulties with a particular component of
the course, or with how to deal with a
problem client.
In providing this service we
the emphasis the following:
Account strategy planning- help develop
contact plans for who to see and how to
approach them- this ensures he is
calling at the level we want.
Specific call planning - essentially,
working with BD person to prepare a
comprehensive list of questions to ask
Sales call planning (assist in making
certain that we are in front of
customers every day)
Opportunity Debriefing and reporting
Assess the effectiveness of Business
Development
Implementation by making joint calls and
reviewing call reports to:
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Establish if rules,
rights and responsibility
are established
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Determine if bonding is
occurring
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Assess is the BD person
is displaying a consultancy
role during the call, versus
a “Pest” or “Peddler”
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Assess the ability to
think on their feet and
delve deeper if “Pain”
exists
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Assess listening skills
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