Sales and Business Development Skills In-House Training Course Sharjah , UAE

Course overview

The business world has changed dramatically in recent years, and yet many sales teams still follow the traditional sales and business development models created years ago. Now is the time to equip yourself with the necessary knowledge and discover insights on how to better know your customers and the psychology of their decision-making process. Such skills result in a qualitative, professional approach, which automatically converts into more sales.

This intensive professional course transforms your approach to the business development, selling process, and relationship building. You’ll study techniques and become trained in skills which enable you to prepare an outstanding sales plan and exceed your sales targets. Participants will learn the proven business development techniques to enable the maximum growth of the business. Sales professionals will gain a changed perspective on what is truly important in sales engagement and be able to navigate sales practice with insight, skill and full understanding of the customer’s needs. This course is the result of the work of the best sales and business development professionals, who have combined their vast experience to help others achieve their sales targets.

In this training course from Atton Institute, you’ll study a multitude of skills and techniques and their real-world applications, including:

• Mastering the right sales 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 sales objections and closing the deal in sales negotiations
• Understand which skills you need to achieve better results and how to develop them

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

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

• 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