Professional Training

Professional Business Development Skills

Cosensa Learning and Development, In Belfast (+15 locations)
Length
2 days
Price
445 - 745 GBP excl. VAT
Next course start
27 February, 2024 (+6 start dates)
Course delivery
Virtual Classroom
Length
2 days
Price
445 - 745 GBP excl. VAT
Next course start
27 February, 2024 (+6 start dates)
Course delivery
Virtual Classroom
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Course description

The aim of this course is to provide Sales-people, Account Directors, Account Managers and Account Executives with the skills, techniques and confidence that will transform their approach and help them enjoy embedding a professional, pro-active business development approach into their contact with existing clients. This comprehensive programme will include the fundamental skills of a professional sales-person as well as demonstrating how implementing a continuous, carefully delivered series of cross-selling and up-selling opportunities into their lines of communication with customers can have a dramatic and sustained long term impact on the success of the business.

Upcoming start dates

Choose between 6 start dates

27 February, 2024

  • Virtual Classroom
  • Online
  • English

16 May, 2024

  • Virtual Classroom
  • Online
  • English

30 July, 2024

  • Virtual Classroom
  • Online
  • English

9 October, 2024

  • Virtual Classroom
  • Online
  • English

12 December, 2024

  • Virtual Classroom
  • Online
  • English

Enquire for more information.

  • Virtual Classroom
  • Online
  • English

Suitability - Who should attend?

This programme is ideal for Salespeople, Account Directors, Managers and Executives who are responsible for maintaining existing business relationships with clients and wish to explore the wider business development opportunities that may exist.

Outcome / Qualification etc.

On completion of this course delegates will be able to describe Professional Account Management - the Role, Key Tasks and Responsibilities - as well as provide a compelling case for an organisation implementing a Business Development Strategy.

Training Course Content

Day One 

  • Understand the importance of relationship selling face to face and on the phone 

  • Behavioural Skills 

    • Self-awareness 

    • Assertiveness 

    • Attitudes & Behaviours 

  • Transactional Analysis 

  • Using simple communication skills to gather information and gain commitment 

  • Recognising and responding to buying signals 

  • Communicating your 'wider business' product and service offering 

  • Painting verbal pictures and gaining commitment 

  • Written communication skills 

  • An individual action plan from Day One 

 
Day Two
  • Building a business profile 

  • Creating Account Development Plans 

  • Setting short- and long-term objectives 

  • Portfolio management 

  • Matrix management and its implementation 

  • The importance of call frameworks 

  • Formal vs informal business interviews 

  • Selling vs Negotiating 

  • The foundations for Individual and Team Business Development Strategies 

  • Painting verbal pictures and gaining commitment 


Course delivery details

Delegates will study a variety of modules on behavioural skills and understand the impact of different forms of behaviour and communication both in face-to-face situations as well as when on the telephone. We will introduce appropriate relationship development and business development techniques which can help identify new business opportunities. The trainer will facilitate discussion and put into practice, with simulated role-play, up-to-date techniques required for making client interaction more productive and profitable.

Continuing Studies

Effective Middle Management - an essential skills programme

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Cosensa Learning and Development
Innovation Factory
385 Springfield Road
BT12 7DG Belfast

Cosensa Learning and Development Training Courses

Cosensa Learning & Development offers training courses for professionals and organisations throughout the public, private and third sectors. All Cosensa trainers are highly qualified, with extensive experience in training and coaching. Cosensa's wide range of open courses are delivered throughout...

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