New Business

Summary: New Opportunity Selling is a one and one-half day program where participants develop a plan and practice the skills of introducing new value-based solutions into their clients’ organizations.

Topics:

  • Determining the best opportunities in your client base for each solution
  • Gaining access to key players your circle of influence
  • Uncovering enough need to overcome the client’s desire to not change
  • Understanding the decision process, power, and political dynamics
  • Converting primary contacts into coaches
  • Converting executive contacts into sponsors
  • Leveraging teammates and other subject matter experts in the process
  • Building momentum by securing client commitments toward closure
  • Creating differentiation from your competition
  • Linking your value to the client’s personal and company objectives
  • Handling resistance anywhere along the way
  • Tracking and measuring success