Business Development

Day One

Starting with the End in Mind

Too often business development lacks focus and direction. This initial
session is aimed at providing straight-forward tools to ensure that there is
a clear vison in mind for the desk and that sensible plans are put into
place to achieve this.

Winning the Mental Game

Great recruiters recognise the value of combining quantity and quality of
business development calls, but the wrong attitude often causes both to
be compromised. This looks at techniques used by top recruiters and sales
people to ensure they have a bullet-proof mind-set before they pick up
the phone.

Planning the Call
A competitive market almost guarantees that clients are fielding calls
from many recruiters and sales people. This module focuses works
through a simple structure for a sales call and provides techniques to
use throughout. It also serves as a framework upon which more detailed
sales techniques will be added in day two.

 Vision, strategy & tactics
 Planning for a successful desk

By the end of the programme, delegates will be able to:

 Effectively plan cold calls to their client base.
 Recognise the need to differentiate their calls from
competitors and key tools to achieve this.
 Put together a meaningful sales plan for their business
development.
 Utilise powerful sales techniques in all their candidate and
client interactions.
 Utilise a range of indirect methods so as to be in regular
contact with their market – without being annoying!