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Because It Works 

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SIGN UP AND JOIN US FOR THREE DAYS OF HANDS-ON, NO-NONSENSE

Business Development

OPEN TRAINING COURSE IS HERE!

Objective: 

The process for creating business relationships and their importance
hasn’t changed – the way we communicate has! People do business
with People, and GWA’s proven methods can be effective across
multiple communication platforms!

Business hasn’t changed, but the ways we Communicate certainly have. It is
incumbent that our teams must adapt and change to be successful in this new
reality. Rest assured, our Business Development Program is meant to give

everyone interacting with a customer the tools to be mindful and proactive in

securing every available business opportunity. It should come as no surprise that salespeople and other participants from operations, customer service, and technical roles attend our programs.

Date:

DEC 11 - 13, 2024

Duration

22 hr

Location

Calgary Alberta 

Time 

8:00 am – 4:30 pm 

Cost For Open Program 

$2,800 per person +GST

Lunch 

Provided 

You can look forward to a practical program versus a theoretical one. It is “tell it like it is” training meant to work at a street level, involving real-life customer
situations. Participants will be engaged in problem-solving workshops, exercises, role rehearsals to practice, industry-specific case studies, tests, and open discussions. This is done with two highly skilled facilitators to maximize interest, focus and buy-in with content that can be immediately applied.


The Commitment:
The 3-day investment will be $2,800.00/person + GST, including materials and lunch. These programs are always highly sought after and booked on a first-come, first-serve basis with limited enrolment to ensure high 
participation. Below is a summary of the content covered during the program.

"In today’s digital age, effective communication is more important than ever." — Mike Holt

WITH A 25-YEAR TRACK RECORD OF DELIVERING CONTENT TO OVER 20,000 PARTICIPANTS, OUR PROGRAMS CONTINUE TO EVOLVE AND HAVE PROVEN TO THE TEST OF TIME.

Getting Ghosted

Sales is a repeatable
process, yet it is most often stalled trying to start
relationships. Without a
compelling reason to
engage in a conversation,
Prospects will ghost you.
We need to give them a
reason to make time for us.

 

Even if you have just 1 – 4
people available from your
organization, the ‘Open’
Program allows you to take advantage of GWA’s

time-tested and proven Business Development content.

With these skills, you will
have the comfort and
confidence to find, attract,
develop, and close more
client opportunities.

Gaining Agreement

In our "Gaining Agreement" module, we delve into key strategies for securing agreement in the sales process. Explore opportune moments and master the art of asking for business, understanding timing and effective communication. Identify buying signals and seamlessly move to final agreement by recognizing cues of customer readiness. Develop strategies to handle tough questions and potential conflicts with professionalism, ensuring a smooth path to final agreement. Join us in this module for insights on when and how to ask for business and navigating challenges in the agreement process.

Handling Objections

In our "Handling Objections" module, we empower you with techniques for addressing objections with confidence. Gain insights into the true nature of objections as valuable opportunities for improvement. Delve into practical techniques, responding with confidence to turn objections into opportunities for collaboration. Explore strategies for handling tough questions and potential conflicts with poise, converting challenges into positive engagements. Join us in this module for valuable techniques and approaches to handle objections with comfort and confidence.

Gaining Meetings

In our "Gaining Meetings" module, we address the formidable challenge of gaining access to the ultimate decision-maker in business development. Delve into effective strategies for presenting yourself confidently and articulating the value of the meeting, securing buy-in from decision-makers. Explore techniques for securing meetings at senior levels, tailoring your communication to resonate with high-ranking decision-makers. Understand the importance of incorporating added value into your approach, identifying and communicating unique value propositions that make your meeting request compelling. Engage in practical exercises and rehearsals to solidify your learning, practicing key strategies and techniques to confidently and effectively gain access to decision-makers. Join us in this module for actionable strategies and opportunities to practice, reinforcing your skills in the art of gaining meetings in business development.

​The Discovery Call

​Delve into the essentials of a client discovery call with this program, gaining insights into its objectives and learning effective preparation techniques. Participants will also acquire the skills to conduct a successful discovery call and master the art of selling oneself as a professional. The focus is on developing a comprehensive understanding of the entire client engagement process.

​Prospecting and Referral Selling

Discover effective strategies to fill your sales pipeline with prospective clients. Gain insights into leveraging the power of referrals and testimonials for enhanced credibility. The program also focuses on expanding your reach within your existing client base, adopting a "deeper and wider" approach. Additionally, learn how to harness the potential of social media to generate valuable business opportunities.

​The Business Development Process

Gain insights into the key revenue-generating steps, learning the principles needed to navigate forward successfully. The program also aims to build confidence by addressing questions such as "Why did I win?" and "Why did I lose?"—providing a strategic understanding of the business development process.

​Dealing with Different Behavior Styles

Learn to build rapport and trust by understanding swiftly and adapting to both internal and external customer styles, considering motivations, information needs, and potential conflicts. The overarching goal is to enhance communication and collaboration through a style-aware approach.

Program Outline

The Facilitator 

Tom Pierce, your facilitator, is first and foremost an “experienced” business development professional who has been involved with sales and management for most of his 30-year working career.  Furthermore, you’ll be pleased to know that Tom has been facilitating this program and others as part of the GWA team for over five years.

Senior Manager,

Business Development

Tom Pierce

Testimonials

We recently completed a 3-day Business Development Skills program for our customer-facing sales and operations team members. Our team includes people based in both Canada and the United States. Every person who attended the course agreed that they were going to be much better at their respective roles with the new skills that had been presented and practiced during the program.

Chief Operating Officer

Gary and Tom presented the course material extremely well and in a manner that kept the entire team engaged. Key subjects were reinforced through activities and role playing. Consultative pre-planning ensured that the material covered was all very relevant to our business.

Chief Operating Officer

Due to the success of this three-day intensive, that I personally invested time in, and participated fully, I recommended continuing going forward with monthly 1.5-hour virtual sessions for the original 16 team members. The material and insights were great, and I saw the benefits of reinforcing the concepts,

President

Business Team

TO LEARN FROM THE BEST

Don't Miss This Opportunity 

Business Development Open Training Course

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