Winning new business plus negotiation skills
Do professionals sell? Whatever the answer it's almost certainly time to increase the quality and success rate of your new business activities - and suffer fewer lost opportunities. We've gathered many case studies from law firms and other b2b businesses where experienced people have subsequently beaten all their previous records. As the world economy wavers this may be just the right time to offer this type of additional support to those responsible for bringing in next year's earnings.
Influence & persuade to get 'buy in'
A core competence of anyone in management or sales is the ability to persuade and influence. Businesses waste millions of pounds through internal indecision or by allowing endless procrastination by one's clients. It's time to take control. With training it is possible to create bridges, cross barriers, provide tangible reasons for moving forward and gain acceptance. OvationXL provide a range of techniques drawn from psychology and human behaviour to keep your initiatives on track.
Profitability - how to thrive in a recession
Some businesses perform better during recessions than in the so-called good times. To achieve this for your business you need to work 'smarter' and in a highly focused way. In the current economic climate profitability coaching is second highest on the long list of topics that our clients request.
Persuasive bids, tenders & proposals
Almost all partners, directors and managers have a role in writing proposals. It is one important part of the process of winning new business - the seed corn of any prospering enterprise. Successful bid writing begins by gaining a depth of understanding about the prospective client and their needs - which may not be what they say they are asking for. Your proposition needs to be structured so that the decision maker's task is made easier - they should recognise you as the winner for a mixture of compelling reasons.
Your new strengths and abilities
- Targeting the right decision maker in the first place.
- Processes introduced to decide whether to enter into a bid process or not.
- Building fast track rapport with people unlike you.
- Enhanced skill for asking the right killer questions at the right opportunities.
- Actively listening to what the client is saying.
- Knowledge of how buyers think and make their decisions.
- Increased self-motivation and personal impact.
- Structuring your bids to meet the client's needs (not yours).
- Making your client more successful and it is bound to result in a financial return.
- Facilitating and leading sales meetings to generate positive decisions.
- Creating compelling reasons to appoint your team.
- Skilled 'objection' handling and deal closing.
- Higher 'win' ratings have led to increased status.
Did you know?
Most sales people miss-focus 80% of their time with people who are not going to buy from them.
Who would benefit?
Partners and Directors and other senior staff responsible for managing one or more clients. Sales executives, bid managers and anyone tasked with generating persuasive tenders to win new business.
To discuss a current or potential need, contact Robin Johnson at OvationXL
on 0845 260 7700 or