Concept of Business Development - For new joinees (Ma Foi Randstad India)by Kazim Ali Khan Dy. General Manager Key Accounts

1. SSG – Induction Oct 2010
Kazim Ali Khan

2. Business Development

3. is

4. Generating Sales

5. or

6. Strong possibility of it!

7. How

8. By doing different things…at various levels

9. Ok

10. Starts with ….

11. Customer

12. and ends with….

13. CustomerS

14. Ok

15. Nay….

16. Y

17. Generating Sales?

18. What’s the point without…it!

19. Ok

20. So…

21. We know
1. Starts with customer and ends with
customers
2. Doing different things …at various levels
to generate sales

22. customer…customers

23. Classification
• Internal
• External

24. Characteristics
Internal External
1. Take - measured risks 1. Approach - Lawyer or a
2. Need - assurances banker
3. Mode – Passive often 2. Need – honesty and
4. General physician factor delivery**
(have opinions) 3. Mode – Active mostly
5. Hard pressed – Quick 4. Made to see…roads less
billing travelled
** Conditions apply or supply

25. Different things…various levels

26. Broad Plan

27. Dispelling Myths
1. Every one can sell – Act of Perjury
2. Delivery folks – Aren’t selling
3. Customer always is – Do Co Mo with pricing
4. Winning deals = Being first to propose
5. Delivery - Is the final result
6. Best order – always guarantee best sales

28. Remember
1. Start with end in mind – Selling is not
misleading
2. Customers like – Subject and present-ability
3. Ability to engage – Primary differentiator
4. Focus – the “want”
5. Propose – An assuring solution at least

29. Pitfalls
1. Customers – Afraid to be sold
2. Complexity – In the name of process
3. Rush to - pricing and justification
4. Conflict – positioning
5. Non-committal – with approach

30. Approach
1. Listen – VAK
2. Speak with Jelly effect
3. Ask ‘Y’ and then ‘what’
4. Give reasons – to say ‘yes’
5. Keep ‘Dusting off’
How good am I at it!

31. Summary
1. Say right things
2. Patience
3. Present your case effectively
4. Be in time
5. Dust off before starting

32. Appreciate your time!