Sales and Business Development Skills

Program Overview

Growing revenue requires both finding new opportunities and converting them into lasting business relationships. This practical course develops core sales and business development skills: identifying target markets and prospects, researching accounts, making first contact, running discovery meetings with SPIN questioning, presenting value propositions, writing proposals, handling objections, negotiating and closing, and growing existing accounts. Role plays use realistic B2B and government sales scenarios from Gulf markets, including relationship-driven buying and formal tender processes.

Learning Outcomes

• ✓Build a target account list and prospecting plan based on an ideal customer profile.
• ✓Open conversations with prospects through calls, emails and networking with a clear value message.
• ✓Conduct discovery meetings using SPIN questioning to uncover needs and decision criteria.
• ✓Write a concise commercial proposal that links the solution to the client's business outcomes.
• ✓Handle common objections and negotiate terms while protecting margin.
• ✓Develop an account growth plan to expand business with existing clients.

Target Audience

• Sales executives and account managers
• Business development officers
• Technical specialists with client-facing responsibilities
• Entrepreneurs and small business owners

Detailed Program Modules

Training Methodology

Applied Project & Assessment