London School of Business and Finance

Additional information

This programme is aimed at those who require a fundamental understanding of business development techniques and their practical application within business, management, entrepreneurship or leadership fields.

It provides an introduction into various methods for business development ranging from effective communications skills, active listening, advanced business development and sales pitch strategies to essential negotiation rules, stress and performance management.

During this programme, you will be able to put some of these techniques into practice by developing your own business development ‘toolbox’ and enhancing your understanding of the best practices to use.

Module Contents

*Business development fundamentals – function, skills required and skills audit

*Effective communication skills – communication components, building rapport, active listening techniques, listening blocks, positive body language, Socratic questioning, small talk techniques and assertion techniques

*Executive presence (EP) – 3 C’s of EP, internal and external qualities of EP, benefits of developing EP qualities in the business development field, EP based leadership, essential rules of negotiation in business development and Harvard’s Principled Negotiation Technique

*Advanced business development strategies – ground rules of business development, inoffensive closes, solution vs provocation-based selling, levels of buyer needs, commitment matrix and steps to business growth and sales pitch strategy

*Stress, time and performance management

*Confidence, self-esteem, self-efficacy and motivation

*Developing and using the Salesforce CRM System