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Course Description

This course covers the core fundamentals of business development, consultative selling, and strategic negotiation techniques. Sales professionals, account managers, and business development executives benefit by learning how to build robust pipelines and close deals effectively. Participants gain practical skills in prospecting, objection handling, and principled negotiation strategies to drive revenue growth.

Course Objectives

  • Identify high-value business development opportunities through systematic market research.
  • Apply consultative selling techniques to uncover customer pain points and needs.
  • Develop structured sales pipelines to manage prospects effectively from lead to close.
  • Analyze negotiation dynamics to establish win-win agreements with clients.
  • Implement structured objection-handling frameworks during high-stakes sales pitches.

Who Should Attend?

Business development executives, sales representatives, and account managers looking to sharpen their pipeline management and negotiation capabilities.

Course Agenda

Day 1 – Foundations of Business Development and Prospecting

  • Mapping target markets and ideal customer profiles​
  • Lead generation channels and outreach strategies
  • Qualifying prospects using established frameworks
  • Building initial rapport and securing discovery meetings
  • Hands-on: Develop an ideal customer profile and a targeted prospecting outreach sequence for a mock product.

Day 2 – Consultative Selling and Value Proposition

  • Conducting effective discovery and needs-analysis calls​
  • Translating product features into customer-centric value propositions
  • Overcoming common sales objections and resistance
  • Structuring persuasive sales presentations and pitches
  • Hands-on: Conduct a role-play discovery and pitching session addressing simulated client objections.

Day 3 – Strategic Negotiation and Closing

  • Principles of principled negotiation and bargaining power
  • Concession strategies and trading value
  • Closing techniques and securing signed commitments
  • Course wrap-up, Q&A, and personal action planning
  • Hands-on: Participate in a complex multi-variable negotiation simulation and build an individual post-course action plan.

Assessment Methodology

All courses conducted by EdTech will begin with a Pre-evaluation and end with a Post-evaluation. The instructor will evaluate the knowledge and skills of the participants according to the feedback given by participants. This will help to recognize the benefits and the level of knowledge gained by participants through the course.

Training Methodology

Facilitated by a highly qualified specialist, who has extensive knowledge and experience; this program will be conducted using extensively interactive methods, encouraging participants to share their own experiences and apply the program material to real-life work situations in order to stimulate group discussions and improve the efficiency of the subject coverage.

Percentages of the total course hour classification are:

  • ​40% Theoretical lectures, Concepts and approach
  • 20% Motivation to develop individual skill and Techniques
  • 20% Case Studies and Practical Exercises
  • 20% Topic General Discussions and interaction

Course Manual

Participants will be provided with comprehensive presentation material as reference manual. This presentation material is a compilation of core valuable information, references, presentation methods and inspiring reading which will be used as a part of the material guide.

Course Certificate

At the completion of the course, all participants who successfully accomplished the required contact hours will receive an EdTech Training Participation Certificate as a testimony to their commitment to professional development and further education.

Why Edtech ?

  • Industry Experienced; Internationally Qualified Trainers
  • Hands-on Practical Sessions & Assignments
  • Intensive Study materials
  • Flexible Schedules
  • Realistic training methodology
  • High-Quality Training in Affordable Course Fees
  • Achievement Certificate, as approved by the Ministry of Education (Abu Dhabi Center for Technical and Vocational Education Training - ACTVET), HABC, AWS, IAOSHE, SHRM, etc.