How to Add Value to the Business Development Process

When developing a business plan or strategy, the most important aspect is acquiring new customers. Every company will require an effective sales organization and top sales managers in order to be successful. It’s essential to put together a sales team that emphasizes both professionalism and value to their clients. This will put them on the right track to making a continual flow of sales while building revenue for the business.

Value-Based Presentations

Although the actual product or service should be of the highest possible quality, the sales representative and how they handle themselves is the real key to success. It is this person that potential clients are going to be interacting with. Therefore, sales training should always emphasize value to the prospect, and how the offering will benefit them the most. Each team member must have a firm conviction and belief in the product as well. Prospective customers typically have many questions when presented with a new service or product; these should be handled with confidence quickly and effectively.

Influencing Your Prospect

The field of selling takes a lot of hard work and dedication. It all begins with prospecting for new leads, making appointments, and then going through the presentation with clients. The final step is closing the sale. However, there are a number of other factors involved. For starters, the attitude of the sales representative can make a huge difference. Sales reps appearing indecisive or inconclusive when inquiries arise will not appear very convincing. Effective presentations involve connecting with the prospect, having excellent communication skills, displaying confidence and enthusiasm, and most importantly, knowing when to close.

Maintaining Professionalism Always

Every business leader is exposed to countless sales presentations throughout their career. For many, it’s hard to differentiate salespeople and their product or service from each other. The ones that stand out would be those making presentations that are not only highly professional and value-based, but also emphatically describe the benefits. A professional attitude must be maintained throughout the entire process starting from lead generation to closing deals.

Effective Management and Sales Training

It should always be noted that any sales team is only as good as the training they receive. An effective sales manager is the main connection between the organization and potential clients. Not only do they have the responsibility of providing enhanced selling techniques and materials, but to motivate each individual to achieve higher performance. Selling success depends upon effective and productive management at every level.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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