Professional Business Development Skills

Sales and Marketing Skills

Course Duration: Two days

Course Overview

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.


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 

Learning Outcomes

Who should attend


Course benefits

Pre-course work

Further courses to consider


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Professional Business Development Skills

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