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Home > Training & Development > In-company Programmes > Business Development & Selling Programmes

Business Development & Selling Programmes

Our business development and selling programmes are designed to provide skills and approaches for developing business opportunities, engaging in consultative selling, delivering successful pitches, writing compelling proposals, and negotiating win-win deals to increase sales effectiveness, win business, and drive organisational growth.

Our programmes include:

Our programme overviews provide an insight into what we offer. To ensure our programmes meet your specific needs, we tailor the design and content to align with your learning outcomes and business objectives. We create bespoke case studies and scenarios that reflect your business development activities and form the foundation of training and role play exercises.

Elevation Learning - Business Development and Selling Programmes

Confident Consultative Selling

The Confident Consultative Selling programme is designed to provide the skills and approaches required for effective business development activities that win work. The programme’s structure is based on our CONSULT 4-stage selling process. The programme is designed to reflect the energy and intensity required during a real bid process. To enhance the participants’ self-insight the programme could utilise a proprietary personality profiling instrument to enable them to understand their own selling style, strengths, and development areas.

Programme aims

The programme equips participants with:

  • Approaches to promote the business and themselves
  • Skills to convert prospective clients into selling opportunities
  • Skills to craft and deliver compelling and impactful pitches

Programme content

The programme includes:

  • Selling consulting – CONSULT 4-stage selling process, client-focused selling mindset, selling and buying in the consulting context
  • Promotion – raising awareness, prospect development planning, building and leveraging a business network, and building a personal brand
  • Prospection – client relationship models, building trust, understanding clients’ business situations, successful client engagement, and creating selling opportunities
  • Proposition – identifying client expectations and needs, defining value, developing a value proposition, and mapping the competitive landscape
  • Pitching – influencing the client’s process and scorecard, leveraging competitive advantage, developing profitable pricing strategies, preparing and delivering a ‘great’ pitch, powerful storytelling, and maximising team and personal impact

Who is it for?

The programme is for consultants who have business development responsibilities.

How is it delivered?

The programme is delivered in three formats:

  • A three-day in-person course
  • Six four-hour online modules
  • A blended approach combining in-person and online delivery

Successful Business Pitching

The Successful Business Pitching programme is designed to provide the knowledge, skills, and confidence to prepare and deliver compelling and impactful pitch presentations that persuade and win work.

Programme aims

The programme equips participants with:

  • Confidence in their personal pitching style and approach
  • Tools to develop a client-focused pitch based on client insight and differentiated value
  • Skills to deliver a pitch that informs, inspires, and persuades

Programme content

The programme includes:

  • Successful pitching – presentation vs pitch, successful pitching elements, and pitching success factors
  • Know the client – understanding the client’s expectations, business, situation, requirements, and needs
  • Value proposition – defining client value, developing a value proposition, and mapping the competitor landscape
  • Client perceptions – understanding the client’s proposal process, scorecard, and buying concerns
  • Pitch preparation – developing winning themes, selecting and structuring content, highlighting key messages, compelling storytelling, effectual rehearsing, and anticipating objections and reactions
  • Persuasive presenting – managing first impressions, persuasive engagement styles, confident voice control, powerful language, and creating impactful visuals
  • Delivery – opening with impact, controlling the room, influencing, and handling questions and objections
  • Closing to win – successful closing techniques and memorable final words

Who is it for?

The programme is for consultants who prepare and deliver client pitches to win work.

How is it delivered?

The programme is delivered in three formats:

  • A two-day in-person course
  • Four four-hour online modules
  • A blended approach combining in-person and online delivery

Writing Winning Proposals

The Writing Winning Proposals programme is designed to provide the knowledge and skills to write impactful, compelling, and persuasive proposals that win work.

Programme aims

The programme equips participants with:

  • Confidence in their personal writing style and strengths
  • Principles of effective proposal writing
  • Skills to write a client-focused proposal based on value and benefits

Programme content

The programme includes:

  • Writing excellence – ‘great’ writing principles, writing barriers, and writing as a team
  • Tuning into the client – selling consulting, client expectations, buying psychology, proposal writing factors, and writing for readers and decision-makers
  • What’s the proposition? – selling proposition and key themes, proposal framework, and messaging based on value
  • Planning to write – selecting and structuring content, and deciding on style
  • Reader engagement – impactful openings, engaging and compelling language, and persuasive and memorable closes
  • Writing! – getting started, stimulating thoughts, compelling storytelling, powerful language, and winning themes
  • Reviewing – checking output and readability, and memorable final words

Who is it for?

The programme is for consultants who write client proposals.

How is it delivered?

The programme is delivered in three formats:

  • A one-day in-person course
  • Four two-hour online modules
  • A blended approach combining in-person and online delivery

Win-Win Negotiations

The Win-Win Negotiations programme is designed to provide the approaches that ensure every negotiation is a real win-win opportunity that enhances the business relationship and commercial position of both parties.

Programme aims

The programme equips participants with:

  • Confidence to negotiate from a position of strength while maintaining a positive client relationship
  • A range of negotiation strategies, styles, and skills to achieve desired outcomes

Programme content

The programme includes:

  • What is negotiation? – definition of negotiation and types of negotiation
  • Successful negotiator – essential negotiator skills, processes, and attitudes, and negotiating from a position of strength
  • Key concepts – Best Alternative To a Negotiated Agreement (BATNA) and Zone of Possible Agreement (ZOPA)
  • Negotiation styles – six negotiation styles and when to use them
  • Negotiation stages and tactics – six key negotiation stages and employing successful tactics
  • Relationships – building trust and creating win-win solutions
  • Consulting negotiations – navigating consulting negotiations and applying successful negotiation strategies

Who is it for?

The programme is for consultants who need to negotiate with clients.

How is it delivered?

The programme is delivered in three formats:

  • A one-day in-person course
  • Four two-hour online modules
  • A blended approach combining in-person and online delivery