Business Development & Selling Skills

Business Development & Selling Skills is an optional course towards the general business knowledge requirement for the CCLP (CITT-Certified Logistics Professional) designation. This course enables professionals to improve the entire sales cycle of a business. Sales is among the most important function to transportation, supply chain, and logistics business – yet relatively few in those roles have formal, specialized training in this surprisingly complex discipline. The course begins with principles of networking and business development and continues all the way to the creation of effective contracts. Learners will develop an understanding of the strategies involved in every step of the sales cycle and the ability to use practical and proven sales tactics. Business Development & Selling Skills assignments include the use of planning tools, as well as interactive role-playing exercises, to hone the abilities most valuable to the sales cycle. This course delivers immediate, practical benefits for professionals in supply chain logistics who are involved in sales and business development functions. The curriculum is highly relevant to those who manage complete sales cycles; those responsible for sales planning and strategy; and those on the front lines of the salesforce. By the end of the course, learners will be able to more effectively create a sales plan and execute on it with confidence and improved pitching skills – leading to more prospects and more successfully closed sales. Course grads will learn to: Expand their network of valuable contacts using established networking principles and approaches Identify new prospects and know how to effectively approach them with business development tools Gain the trust of potential customers using need discovery and by asking effective questions Influence your customers by understanding their needs, using mirroring techniques and other strategies Confidently handle prospect concerns with objection-handling techniques, conflict management, and nimble contingency planning Present with impact by creating a compelling story, connecting with your audience, and using best practices for pitching Lead an effective contracting process by understanding potential contract roadblocks, contract languages, and key provisions Initiate and close more sales by optimizing every step in the sales cycle