The successful business development professional must learn how to integrate and balance the following business development skills in order to set strategy and maximize each client contact.

Competitive Selling Skills

• Multiple Questioning Techniques
• Persistence in Asking Difficult Questions - Penetrating the "Impasse Zone"*
• Listening and Maintaining Focus
• Handling and Refocusing Objections
• Listening and the Telephone
• Documenting the Call - A Discipline
• Refocusing the Agenda
• Maintaining a Positive, Proactive Posture
• Competitive Selling
• Managing Voice Mail

Account Penetration

• The Business Development "Funnel of Opportunity"*
• Understanding the Dynamics of Client Strategy and Philosophy
• The Relationship Ladder*
• Salesperson as Catalyst - Introducing New Ideas and Managing Change

Upgrading the Relationship

• The Wedge and Upgrade Strategy*
• Managing the Internal Resources - Internal Influence
• Transaction vs. Relationship Approaches
• Business Done Away - A Strategic Perspective
• Dealing with Problem Situations Constructively
• The "Impasse Zone"*
• Post-Call Assessment - Planning the Next Step

*Copyright Phoenix Group International NY,NY 1989