Wallace Associates Business Development Essentials This programme enables you to work with a BD team to find business and support your BD Manager in a complex selling environment. It is designed for people at the BD Associate level. During the programme you will learn skills to be effective in building personal relationships with clients, run effective sales consultations, persuade and influence your business contacts and build long term plans for moving business forward. You will also learn the need for being well organised and resourceful in expanding contacts and openings in your target client companies.
Objectives By the end of the programme you will be able to:  Use techniques to improve resourcefulness and personal organisation  Discuss strategic and business issues in a BD engagement
Explain the company value proposition with persuasion and influence Use the dialogue technique to run effective sales consultations Build trusting relationships by using win–win negotiations Develop skills for smoothing difficulties when difficulties arise Use friendship to build long-term business relationships Manage your client’s doubts and fears and overcome barriers to progress