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Business Development Professional Certificate

  • How to Sell the Way People Buy

Course Overview

The Business Development Professional Certificate is a high-impact programme designed for experienced sales professionals who want to improve lead generation, buyer engagement, and pipeline growth. Combining behavioural science with proven persuasion techniques, this advanced training helps participants craft compelling outreach messages, ask powerful discovery questions, and influence early-stage buyer decisions. Ideal for those ready to elevate top-of-funnel impact and turn conversations into qualified opportunities that convert.

Course Objectives

  • 1. Understand how the brain processes information and how to use this insight in sales conversations.
  • 2. Apply persuasive communication techniques to engage prospects and generate responses.
  • 3. Ask strategic questions that uncover needs and lead to natural commitment.
  • 4. Present solutions with emotional impact that increase buy-in.
  • 5. Use persuasive language and advanced closing techniques to secure next steps.
  • 6. Conduct effective research using LinkedIn and other social platforms.
  • 7. Write prospecting emails that grab attention and drive results.
  • 8. Leverage non-verbal communication and vocal tone to influence buyer state.

Course Outline

  • Understand how decision-making works in the brain
  • Apply six proven principles of persuasion
  • Craft your prospecting message using persuasive language patterns
  • Build attention-grabbing outreach strategies
  • Decode non-verbal cues and sensory preferences
  • Identify customer metaprogrammes and behavioural patterns
  • Use active listening techniques to build rapport
  • Practice decoding tone, body language, and micro-signals
  • Use questions to guide attention and discovery
  • Apply a natural process that leads to disclosure
  • Leverage three layers of strategic questioning
  • Build questions that lead directly to commitment
  • Influence state using voice, language, and belief
  • Convey passion and confidence with tone and body language
  • Use emotional cues to build credibility and trust
  • Align state with message for greater impact
  • Create urgency without applying pressure
  • Use pattern interrupts when momentum stalls
  • Overcome objections with reframing techniques
  • Apply language patterns that lead to confident buying decisions
  • Use LinkedIn to conduct high-value research
  • Write outreach messages that resonate
  • Structure emails using proven frameworks
  • Position yourself as a specialist in your field
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Delivery Method

  • In-person at designated training venues
  • Virtual instructor-led training (6-hour workshop)
  • On-site delivery available upon client request
  • Includes practical exercises, scripts, templates, and case study examples
  • Certificate of Completion provided

Prospect smarter, connect deeper, and convert faster with proven strategies.

Master persuasive outreach, craft compelling messages, and uncover real customer needs. This course transforms your top-of-funnel efforts into high-value business opportunities.

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