Duration 3 days – 21 hrs
Overview
This training course equips participants with the essential skills, tools, and strategies to excel in sales and business development. It blends foundational selling techniques with modern approaches—consultative selling, opportunity management, customer engagement, and value-based communication. Participants will learn how to identify leads, nurture prospects, close deals, and build lasting business relationships that drive revenue growth and organizational success.
Objectives
- Understand the role of sales and business development in organizational growth.
- Apply effective prospecting and lead generation techniques.
- Deliver compelling sales pitches and value propositions.
- Use consultative selling methods to uncover client needs and offer tailored solutions.
- Handle objections and negotiate confidently.
- Build long-term customer relationships that drive retention and repeat business.
- Develop a structured pipeline and manage opportunities efficiently.
- Use business development strategies to identify new markets, partnerships, and growth opportunities.
Audience
- Sales Representatives / Sales Executives
- Business Development Officers / Managers
- Account Managers & Client Relationship Managers
- Marketing & Pre-Sales Teams
- Entrepreneurs and Startup Owners
- Anyone involved in selling products, services, or solutions
Pre- requisites
- No strict prerequisites.
- Basic understanding of products or services being sold is recommended.
- Experience in customer-facing roles is helpful but not required.
Course Content
Module 1: Introduction to Sales & Business Development
- Understanding the sales cycle vs. business development cycle
- Key competencies of top-performing sales professionals
- The modern buyer’s journey
- Value-based selling fundamentals
Module 2: Prospecting & Lead Generation
- Identifying ideal customer profiles (ICP)
- Lead generation strategies (digital, outbound, referrals)
- Qualifying prospects (BANT, MEDDIC, CHAMP frameworks)
- Building a healthy sales pipeline
Module 3: Consultative Selling Mastery
- Asking effective questions
- Identifying client needs, pains, and motivations
- Creating personalized solutions
- Developing a strong value proposition
Module 4: Effective Sales Presentation & Pitching
- Structuring a powerful sales pitch
- Storytelling techniques to influence clients
- Presenting features vs. benefits
- Crafting persuasive proposals
Module 5: Handling Objections & Negotiation Skills
- Common customer objections and how to address them
- Negotiation strategies and tactics
- Creating win–win outcomes
- Confidence-building techniques
Module 6: Closing the Sale
- Recognizing buying signals
- Closing techniques (assumptive, summary, options close, etc.)
- Follow-up strategy after the pitch
- Preventing lost opportunities
Module 7: Business Development Strategies
- Identifying new markets and opportunities
- Strategic partnerships and collaborations
- Competitor analysis and positioning
- Customer retention and repeat business strategies
Module 8: Sales Tools & CRM Utilization
- Overview of CRM systems (HubSpot, Salesforce, Zoho)
- Tracking deals and forecasting
- Automating follow-ups and documentation
- Data-driven selling
Module 9: Sales Ethics & Professionalism
- Ethical selling practices
- Building credibility and trust
- Maintaining professionalism under pressure
Module 10: Action Plan & Practical Role Plays
- Sales pitch exercise
- Handling objections simulation
- Personal improvement plan
- Next steps after the training
