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THE ONLINE PLATFORM IS AVAILABLE FOR THIS COURSE.
Course Methodology
The ‘Sales Professional Certificate’ course is highly interactive. Participants will enjoy working with business cases extracted from real life situations taking them from understanding the situation to finding a solution. The course leverages role play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role plays foster confidence, analytical thinking, and teamwork.
Course Objectives
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, 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
- The changing business environment
- The evolution of personal selling
- 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
- 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
- The six elements of successful sales negotiations
- The power of questioning and probing
- The BATNA principle
- Establishing ranges; 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
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