Business development training seminar

17 Feb 18 — 18 Feb 18

09:00 — 18:00

Brussels, Belgium



Penta Hotel

Chaussée de Charleroi 38

1060 Brussels

Organised by

Trainer: Julian Lewis

It is Julian's third seminar as the previous two were met with great interest by participants. This seminar will focus on defining and refreshing the sales account cycle and the Target account list, and also on social media. 

The seminar will take place from 10:00 to 18:00 on the 17th and from 9:30 to 13:30 on the 18th. 


Key areas of a follow-up training session will involve a review of the key concepts covered in the
previous sessions but will take the form of two workshops. The first of which being for attendees
to make successful Cold-calls and Follow-up Calls to reinvigorate their own Sales Cycle, (1 x full
day; Saturday.) The second focusing on Social Media – and being complementary to previous
workshops – to help attendees, old and new, to start building their own Social Media Presence
and look at how this can help outreach and ‘reachability.’ (0.5 day; Sunday.)

• Defining/ refreshing your Sales Cycle and your Target Account List (TAL)
• Refreshing and using your Sales Cycle and TAL for your services in your region
• Defining your service offering
• Unique Selling Points (USPs) and competing on quality not price.
• Cold-calling, email outreach. Hands-on experience;
• A practical approach and examples – including role-playing and “flashcards” – of
picking up the telephone and making first contact. As well as rekindling ‘dormant’
contacts and clients.
• Question-based selling techniques;
• Open-ended questioning to find out if there is an opportunity. Learning to
formulate and then practising targeted questions for phone and face-to-face
selling. ‘Beating the Blocker’ and passing the ‘Gatekeeper.’ Flashcards group
• Follow-up;
• Effective follow up on sent offers, including unsuccessful offers. Techniques for
developing timely and successful follow-up to improve conversion rate.


  • Maximum 12
  • AIIC Members, Pre-Candidates and Candidates from Belgium, Luxemburg and the Netherlands.

Course fee:

  • AIIC Belgium : € 30,00  
  • AIIC Netherlands:  € 70,00

Please register by sending an e-mail (subject line "Business Development Seminar") to our Regional Treasurer Lucia Ventura:
and transferring the above mentioned fee by 10/02/2018 to the following bank account: 

Account holder name: AIIC Belgique
IBAN: BE65 0682 3791 8896

Please indicate your NAME and BUSINESS DEVELOPMENT SEMINAR on your payment.

Disclaimer! All events classified as "AIIC" are organised by an AIIC committee, group or region. All additional listings are organized by other parties and their inclusion here does not imply AIIC endorsement.