Sales and Business Development Skills

Sales and Business Development Skills In-House Training Course

Course overview

Course overview

The business world has changed dramatically in recent years, and so did the key sales skills. To be competitive, commercial teams should not follow the traditional sales and business development models created years ago. Now it’s time to equip yourself with the necessary skills, and discover insights on how to better know your customers; learn the psychology of their decision-making process. Such business development competencies result in a qualitative, professional approach, which automatically converts into more deals.

This certificate course enhances your skills as a business development executive in selling process and relationship building. You’ll study techniques and become trained in such competencies, which enable you to prepare an outstanding commercial plan and exceed your sales targets, you will see how to get better at selling. Participants will learn proven business growth techniques to enable the maximum growth of the business. Commercial professionals will gain a vision on what is truly important to navigate commercial practice with insight, skill and full understanding of the customer’s needs. This course is the result of the work of the best business growth professionals who have combined their vast experience to help others achieve their commercial targets.

In this training course from Atton Institute, you’ll study a multitude of sales executive skills and qualities and their practical implementation, including:

  • Mastering the right skills, mindset and attitude towards your clients for greater acquisition
  • Refining your personal & group presentation skills and boosting your confidence when speaking
  • Practice business development strategies to let your business grow
  • Cross-selling and upselling more competently than ever before using the right techniques
  • Becoming a master of handling commercial objections and closing the deal in sales negotiations
  • Understand what you need to achieve better results and how to develop business development manager skills
Who Should Attend

Who Should Attend

  • Sales Executives
  • Other Sales Professionals
  • Sales Managers
  • Account Managers
  • Relationship Managers
  • Business Development Specialists
  • Anyone who wants to improve sales skills and boost their sales results
What will you gain

What will you gain

In this training course you will uncover new skills in sales and business development that bring you to the next level of your professional growth:

  • Learn techniques to develop the customer’s motivational drivers and aspirations
  • Know how to succeed as a business developer and boost your sales performance
  • Establish stable and long-lasting business relations with your key customers
  • Study how to match product solutions to clients’ individual needs and buying styles
  • Possess the skills of selling, upselling and cross-selling to a variety of customers
  • Know how to turn the strongest client objections and stalls into new orders
  • Understand how to redefine your selling process for better business development
  • Shorten sales cycles with effective and impactful questioning techniques
  • Create proposals that blow away the competition and make you the definite winner
  • Learn advanced sales questioning skills and techniques to better understand your clients
  • Improve your personal confidence, performance consistency and professionalism
Course Content

Key facts

 

Course code:
SA-019

 

Duration:
5 days

 

Course category:

 

Admission requirements:
None

 

Note:

 

Endorsement:
Certificate upon successful completion

Course schedule sample one day

08:30 AM  -  10:00 AM  -  First Training Session
10:00 AM  -  10:15 AM  -  Coffee Break
10:15 AM  -  12:00 PM  -  Second Training Session
12:00 PM  -  12:15 PM  -  Coffee Break
12:15 PM  -  02:00 PM  -  Third Training Session
02:00 PM  -  03:00 PM  -  Lunch and Networking
Fees & whats included

Fees & what is included

Early bird 70 days before course start date Early bird 25 days before course start date Regular Course Fee
USD 3,400.- USD 3,900.- USD 4,400.-
  • For early registrations special prices apply as outlined above.
  • All fees are exclusive of VAT. Tax Registration Number : 100312636200003.
  • Companies - register 2 participants for the same course and date and get one place free.
  • Only one type of discount can be applied to the same course & date registration.
  • For larger corporate clients there are special packages. Contact us for details.

At Atton Institute we do our best to ensure that all our courses and trainings are provided with the highest industry standards, are time efficient and praxis related, and bring the best education results. Our courses have the most up-to date info and secure the excellent course fee to value ratio quality.

Course Fee Includes

  • Extensive Workbook with Course Materials
  • Handouts and other Supporting Materials
  • Practical Examples and Various Case Studies
  • Quick Reference/Top Tips Guide
  • Professional & Experienced Instructor
  • Accelerated and Intensive Learning Techniques
  • Relationship Building within Course
  • Post Course Action Plan
  • Index of Additional Suggested Materials
  • Course Completion Certificate
Free Valet Parking
Coffee Breaks
Lunch
Free WIFI access

Course certificate

Image for: Atton Institute Certificate
Course Content

Course content

  • Introduction to the Sales
    • What is required for the role of a professional salesperson?
    • The buying process - recognizing six main stages of the buying process
    • The importance of your personal sales mindset and the right attitude
  • Advanced Communication Skills to Increase Sales
    • Overcoming Interpersonal Communication Barriers
    • Active Listening and Questioning Skills Development
    • Strategies to Improve Telephone Communication Effectiveness
    • Silent Messages: Interpreting a Customer’s Body Language Gestures
    • How your body language affects your image and sales results
    • Improving your Business Writing Skills
    • Storytelling - combining all into flawless stories
  • Progressive Skillset for Top Results
    • Understanding emotional intelligence
    • Developing confidence, authenticity, and likability
    • Time management practices for salespeople
    • Stress Management - Best techniques for top sales to manage stress
    • Social Selling - Understanding your personal brand in sales
    • Product Knowledge
  • New Business Development Planning, Preparation, and Execution
    • Knowing and understanding your Target Customers
    • Researching into a client, the global, market and customer spheres
    • Setting Business Development SMART objectives
    • Prospecting is a numbers game - Best Practices for finding new prospects
    • Creating a prospecting Phone Script and Elevator Speech
    • Mastering cold calls and cold emails – best practices
    • The Art of Qualifying Prospects and prioritization
    • Making Sales Appointments
  • Sales Presentation and Group Selling Skills
    • Structuring your presentation effectively like a pro
    • PowerPoint Presentation Tips and Techniques
    • Overcoming stage fright when speaking in Public
    • Techniques how to use your voice for maximum impact
    • How to Customize a Sales Presentation to Individuals and Groups
    • Avoiding the main deadly sins that put your audiences to sleep
  • Increasing Sales via Cross-Selling, Upselling, and Other Advanced Techniques
    • Questioning techniques to identify customers’ needs
    • When to upsell or cross-sell? Choosing the right approach
    • Increasing the volume or value of your customer’s orders
    • Selling across different cultures, code, and practices
    • Dealing with ‘C Level’ selling – selling to the board
  • Competent Way of Handling Objections and Stalls
    • Objection prevention
    • Best successful objection handling sales techniques
      • Types of objections
      • Handling the most common objection “Price” and other
      • Handling objections model
      • Nine closing techniques
    • Why customers get stalled and how to be prepared for it
  • Proposals & Sales Negotiations
    • How does your proposal look from the customer’s standpoint?
    • Proven strategies for minimizing lost and unnecessary proposals
    • Understanding the reasons why people negotiate
    • Applying various negotiation techniques for different situations
  • Dealing With Difficult Clients
    • Problem clients and handling the effects of their action/inaction
    • Different types of difficult buyers and how to deal with each type
    • 5 things you must never do while handling a customer objection
  • Winning the Business
    • Closing styles to suit your personality and clients buying style
    • Overcoming any fear or asking for the business
    • Dealing with delayed sales proposals
    • Practical exercises to practice getting the sale with confidence
    • Winning back lost business
    • Relationship Building as a method to win more business
    • Post-Sale Relationship Management
Participant insights

Participant insights

The course was highly beneficial for my job and career. This info will clearly give me the great support for my day-to-day tasks.
Muhammed A. (Senior Auditor)Auditing Company, Dubai.
What I have learned in the course was exactly what I was looking for. Highly clear and pragmatic with perfect guidelines on how to use it at my work.
Antony S. (Manager) Drilling Equipment Company, Abu Dhabi.
A very useful course that provided new insights in the customer behavior and definitely would help me with my communications with customers.
Mario A. (Business Owner) Boutique Shops, Dubai.
Great thanks – one of the best courses I have made.
Brian G. (Projects Coordinator) Events Management Company, Ras Al Khaimah.
Exciting and inspiring course. Helped me to see things differently and re-organize our customer service department.
Abbas H. (Company Manager) Project Engineering, Muscat.
Would really suggest the training to any professional who is in charge of customer care.
Jane A. (General Manager) Real Estate Company, Dubai.
The time spent at course was really enjoyable and useful. Easy to understand and I used part of knowledge the next day after training.
Samira K. (Sales Team) Car Rental, Abu Dhabi.
Was the real great overview on what I shall do to improve in the Customer Service in my business.
Syed H. (Company Owner) Data Storage Solutions, Dubai.
The info I received on the course is the surprise for me. Never though of such simple techniques which help to handle difficult customers conversations.
Gabriela H. (Manager) Call Center, Sharjah.
The training I have chosen was very useful and informative with a number of very useful points. Was well explained by the trainer.
Colin G. (General Manager) Safety Equipment, Riyadh.
The program was very explanatory and gave me a lot of points to re-think. Would sure make a difference to my work approach.
Gabriela Y. (Supervisor) Call Center, Kuwait.
Would recommend to my team members to attend the same course. It would positively help me to do my job better.
Udo C. ( Department Head) Heavy Machinery Maintenance, Abu Dhabi.
The time spent at the course was the excellent investment – a lot of useful and practical info. Exactly what I was looking for.
Idul R. (Supervisor Sales) Construction Materials, Umm Al Quwain.
It was great idea to join such training. Would be a definite backing in my career development. Thinking of taking more courses – on other subjects.
Cristina R. (Sales Coordinator) Retail Company, Dubai.
The training was a great mixture of information and practical aspects. The instructor was highly professional and the course was organized the excellent way.
Samaa J. (Projects Manager) IT Solutions, Oman.
I really liked the scope and the style of the training – very friendly, a lot of communication and highly informative.
Stefan L. (Client Relationships) Insurance Company, Doha.
It was a great idea to join such training. All members of our team shall complete it. A lot of new points and useful hints.
Burcu W. (Marketing Head) Corporate Banking, Abu Dhabi.
Was really pleased by the content of the course and qualifications of the instructors. Got a lot of useful points for my business.
Marty Z. (General Manager) Travel Company, Dubai.
Great trainer and perfect information materials. Was really worth to attend. A lot of insights and ideas on how to improve job performance.
Daniel D. (PR Officer) Private Hospital, Muscat.
As we were in the process of restructuring of our call center this training was just perfect for the time. Remarkable and valuable suggestions and solutions.
Joselito B. (Marketing Department) E-commerce, Dubai.
The course was very beneficial and practical for my duties. Handling complicated customers from now on would be easier. Great instructor. Perfect training venue.
Amira Z. (Sales Manager.) Designer Apparel, Abu Dhabi.
FAQ for Internal Part of the Courses:

FAQ

We use the best and latest educational praxis. All of our courses and trainings are designed using our unique Atton LPI Learning Methodology© which guarantees the delivery of extensive knowledge over a short time period with an easy-to-understand approach. All course materials are absolutely unique and are the combination of fundamental and systematic knowledge, practical studies and real-life implementation elements.

We deliver in our 3- to 5-days trainings knowledge and skills which are commonly delivered over a much longer period of time – thus truly saving our participants time and money.

Each course has a comprehensive description and content breakdown, which means you can easily check how a certain training may fit your expectations and requirements.

If your aim is to obtain the most wide-ranging overview in a certain area of expertise, we commonly suggest that you choose one of our popular trainings in the relevant category. The popular trainings cover the widest scope in each area and for this reason they are greatly valued by our participants.

If you need help in choosing the best course for you, please get in touch with our STUDENTS SUPPORT DEPARTMENT.

There are various payment options – cheque, cash, and bank transfer. It is essential to note that the earlier you register, the larger the applicable discount on your admission fee.

For details on the available discounts and special training admission fees, please see the section “Course fees and discounts” on the course page.

Each course participant obtains the Atton Institute Course Completion Certificate, which is protected by means of several authentication elements. Each Atton Course Certificate can be additionally verified by contacting our administrative office or via the special online authenticity check system on our website.

Professional, up-to-date expertise is one of the most powerful elements of success in the modern business and career environment.

Our Courses and Trainings are highly useful for business owners, management and employees at all levels and provide, in a highly effective way, current and solid professional development qualifications and skills combined with practical real-life essentials.

  • Choose your course (feel free to get in touch with us for support).
  • Select the desired date and location of the course.
  • Proceed with course registration (online or via e-mail or phone).
  • Upon registration, you will receive invoice to finalize the registration.
  • Upon payment of the Admission Fee, your course registration is completed.

Each training is repeated a certain number of times over the year, and thus you have the option to choose the most suitable date for you. If you wish to benefit from the option of a course fee discount, be sure to register in advance.


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