Sales Professional Certificate - Virtual Learning

Course Objectives

Sales Professional Certificate - Virtual Learning

By the end of the course, participants will be able to:

  • Identify the right professional selling behaviors and skills needed to maximize sales performance
  • Develop the right personal habits to optimize selling effectiveness
  • Apply the different steps of the sales process and identify the need for each step
  • Analyze and apply  the principles of successful negotiations and handling objections
  • Recognize the basics of customer relationships management and influencing outcomes

Target Audience

This sales training course is designed for salespeople, sales support personnel, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Target Competencies

  • Partnering: building relationships, communicating effectively, and setting expectations
  • Insight: evaluating the customer needs, gathering intelligence, and understanding business context
  • Solution: aligning to customer's needs, resolving issues, and managing success
  • Effectiveness: leveraging the sales process, executing plans, and maximizing personal time

Course Outline

  • The changing business environment
    • The evolution of personal selling
      • Marketing
      • Consultative
      • Strategic
      • Partnering
      • Social
    • The new sales competencies
    • Behaviors, characteristics and skills of a successful salesperson
    • Assessing performance according to specific sales indicators
    • The 10 root causes of sales problems
    • Personal selling profile
  • Preparation and self-organization
    • Personal management
      • Self-mastery
      • Personal planning
      • Self-talk
      • Personal image
    • Time management for sales people
    • Understanding the psychology of selling
    • Developing strategies for sales success
  • The sales process
    • Prospecting and qualifying
    • Pre-approach
    • Approach
    • Presentation and demonstration
    • Overcoming objections
    • Closing
    • Follow up and maintenance
    • Product selling versus service selling
    • A glimpse into different selling models
  • Business negotiations skills
    • Principles of successful negotiations
      • Communication
      • Planning
      • Trading concessions
    • The six elements of successful sales negotiations
    • The power of questioning and probing
    • The BATNA principle
    • Establishing ranges and understanding the limits
  • Managing the customer relationship
    • Basics of building customer relationships
    • 5 rules for successful relationships
    • The essence of attitude in relationship building
    • The art of sales communications
    • Influencing sales outcomes

Per participant

USD 2,350

Fees + VAT as applicable

Tax Registration Number : 100239834300003

Discount Plans & Cancellations Policy