Business Development

Selling in today’s market requires the business development person to be comfortable in the process that works best for their style of selling and to be focused on the new key words and thoughts that will secure new business in a tough economy. Today’s successes are not based on price as much as on safety and security for the buyer. Success is based on knowing who the right prospects are and how to find and attract them. Adding the right prospects to your new business funnel is rocket fuel for your business development department. Watch your close ratio reach the highest percentage you have ever experienced. It is time to bring out the best in your business development people.

The Process

Our Business Development Training process is a comprehensive, concise method that helps develop skilled, successful business development professionals. By uniting current business development skills with a personal development system, a professional will uncover a system that will lead to higher levels of achievement.

Whether you are selling a service or a product, whether you represent an established company or a new start up, one fact remains clear: It is unlikely that you will maintain a competitive advantage unless you change the way you have always done things.

Critical Issues Covered

  • Reinventing yourself as a successful business development person
  • How to sell to Generation Y
  • Selling in a tough economy
  • Buying and selling processes
  • Building positive attitudes
  • Resistance to change
  • Facing fear
  • Goal setting‚ setting the right goal and achieving it
  • A solution for every obstacle
  • Prospecting
  • Referral sources
  • Center of influence
  • The business development funnel
  • Communication skills
  • Body language
  • Appointments
  • The steps of the sale
  • Effective questioning techniques
  • Building a case for action
  • Effective presentations and proposals

Measurable Results

  • Increased business development
  • Increased market share
  • Strengthened focus on attracting, servicing, and keeping customers
  • More repeat business
  • Increased share of wealth
  • Increased income
  • Higher profits for your company and for you
  • Job stability
  • Balance between personal and professional life
  • Excitement about life and career



 “Winning Ways Coursework taught me how to act in different situations, how not to talk to certain people; and now that I know how to  interact, I can and have achieved more goals and close more sales!”

John Cottee, National-Louis University


“Before taking Winning Ways Sales Coursework, I had no idea or direction as to how to target my clients. I was unable to estimate my time spent on sales vs. non-related sales tasks. I had no mechanisms in place to measure my sales progress or even the ability to identify my unique market niche. Now, I’ve become more efficient in identifying my target audience. My measurable sales from the origination of tracking went from a 30 percent close rate to a 97 percent close rate. This allowed me to do several things: 1) Raise my pricing structure; 2) Get rid of clients I really didn’t want to do business with for one reason or another; and 3) Set up an awards program for top referrals of the month.”

                                             –Colleen Byram, Co-Owner, RTZ Communications


“Before the Winning Ways program, I was very uncomfortable about my job as a salesperson. Other sales books/programs (and I’ve looked at many) always seemed pushy and awkward to me. This class helped me find a natural, comfortable sales process and style that I can be proud of and that will push my business into new realms. Now I see how I can achieve my own goals and dreams while helping others to achieve theirs.”

Connie Muse, Partner, Network Muse LLC

“I had a great experience with the program and I’ll definitely refer this to people I meet.”  


– Nathan Jackson, OTJ

“The class was very positive and motivating.  It helped me focus on things I would like to improve on both professionally and personally.” 

Laura Knox, OTJ