Brochure of Modernization of Business Development
Workshop (MBW)through Perception
Management
What you will learn:
1. To increase your bid success rate through using persuasive structure or win themes in your proposals and consequently standing out from the crowd.
2. To achieve higher sales success through optimizing the value dimensions of your value proposition.
3. To better communicate with different types of prospects to psychologically connect with them.
4. To stand out from the crowd through minimizing prospect’s risk factors and maximizing the value of your value proposition.
How you will benefit from this workshop:
1. You will gain key insights into how to psychologically connect with your prospects through creating a main message in your presentations.
2. We help you modernize your sales through shifting from selling agenda to buying agenda.
3. You will learn how to win more tenders by shifting from a traditional organization to a value-based organization.
4. You will learn how to address the scarcity of prospects and how to resolve stagnation in your sales funnel.
Workshop outlines:
1st session:
1. How you can use ‘Persuasion’ in your proposals to increase your win rate in the bids/tenders you participate.
2. Persuasive structures that can help you win more work.
3. How to win more tenders by shifting from a traditional organization to a value-based organisation
4. CV management in value-based & customer-focused organisations
2nd session:
5. How to care for your sales Funnel/pipeline,
6. How to resolve stagnation in your sales pipeline.
7. Effective direct marketing through finding reasons to regularly contact prospects.
8. How to address the scarcity of prospects
3rd session:
9. How to modernize your sales through shifting from Selling agenda to Buying agenda
10. How to create irresistible attraction for your brand through ‘Dramatic demonstration’
4th session:
11. How to psychologically connect with your prospects through creating a main message in your presentations
12. Sales success through optimizing the value dimensions of your value proposition.
5th session:
13. How to close the deals more effectively through engaging emotionally with the prospects by using Compelling Stories in presentations
14. How to better communicate with different type of prospects
6th session:
15. How to create effective presentations through shifting from ‘informative strategy’ to ‘Persuasive strategy’ in your presentations
16. How to minimize prospect’s risk factors through “Continuum of certainty”
Materials:
Electronic copies of slides in the form of PDF workbook. A certificate will be provided at the end of the course.
Duration:
Online: Six Online sessions, each session will be three hours with a 15 minutes break.
Classroom: 3-day course
Location:
Online: Zoom platform
Classroom: Client’s offices worldwide.
Who can participate:
1. Individuals who are actively seeking to strengthen their sales and marketing skills,
2. Those who want to modernize their sales through promoting their sales &marketing messages,
3. Managers or executives who want to avoid feast/famine in their sales pipeline.
About the workshop?
The workshop is planned in three levels from introducing the concept to advanced issues. The workshop instructor will be Kambiz Bidad, former business manager of Lloyds Register. He has planned and run more than 50 workshops on perception management and strategy articulation areas.