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Natural Business Development

Unleash your people’s potential to spot opportunities, develop new business and grow revenue.
ENQUIRE ABOUT NBD

Natural Business Development will help your people develop the skills and the confidence to develop even stronger relationships with clients.  They will learn how to open up opportunities and help your customers solve problems in a natural and authentic way.  They will know what to do to become truly ‘trusted advisors’ leading not only to more business opportunities but to increased recommendations and referrals, too. 

Using real client and customer situations, tailored to the sectors and markets your organisation serves, the Natural Business Development programme takes your people through the four natural stages of building relationships and collaborating. The tools and techniques they learn build confidence and skill. The application allows them to use them straight away. That way you can measure the improvements against the metrics that matter to you.

DELIVERY FORMATS

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IN PERSON
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ONLINE
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COACHING
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BESPOKE

HOW WE UNLEASH THAT POTENTIAL

CONNECT

  • Build trust from the outset
  • Plan and prepare in advance
  • Use a customer ‘radar’ for perspective
  • Make every meeting, face to face or virtual, relevant and of value
  • Avoid meetings being cancelled
  • Earn the right to have progressive conversations that benefit all parties 

DISCOVER

  • Prepare powerful, insightful questions
  • Ask questions to understand issues 
  • Establish the impact of these 
  • Listening for facts and emotions
  • Qualify every opportunity 
  • Extend your footprint and influence
  • Build rapport and trust at every stage
  • Bring commercial issues to the fore 

SHARE

  • Use case studies and stories to establish credibility, reliability and trust 
  • Develop your customer stories using the 5D™ framework (Description; Dilemma; Desire; Delivered; Differentiator) 
  • Headline your citations and references to address stated needs your customers have (relevant to their use cases)
  • Use stories to position your offering, talk about price, fees and costs and qualify further

COLLABORATE

  • Identify opportunities to work together 
  • Ask for – and get – commitment 
  • Overcome resistance and barriers 
  • Develop opportunities to collaborate
  • Measure impact through collaboration
  • Exceed customer expectations
  • Help customers achieve their ‘results’ and ‘wins’
  • Become the trusted partner of choice 
  • Measure impact and ROI (return on investment)

ENQUIRE ABOUT NATURAL BUSINESS DEVELOPMENT

To find out more about Natural Business Development training, delivery options, or discuss customising it for the specific needs of your team, please get in touch by calling us on +44 (0)1753 676666 or send us a message.