Certified Sales Professional

Introduction:

The Sales Professional of today is a business person, a negotiator, a coach, a counselor, a friend, a leader, a Key Account manager, a support resource, and, from time to time, still an enforcer. The role is now multi-faceted, complex, and changing all the while. The Sales Professional of today needs great flexibility and a wide range of cubs in the bag.

Targeted Groups:

Sales and Marketing Staff as well as anyone who needs to sell a commodity or an idea to another person

Course Objectives:

At the end of this course the participants will be able to:

• Integrate consultative and value-added selling into their professional practices
• Understand the process and psychology of the sales cycle
• Synchronize their selling cycle to the buying cycle of the customer
• Manage the value of their customers
• 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

Targeted 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 Content:

Unit 1: The Changing Business Environment:

• Turbulent Times for Companies
• Evolution of Personal Selling
• Are We Selling Something or Helping the Customer Buy?
• Personal Selling Profile

Unit 2: Preparation and Self Organization:

• Personal Management
• Impact of Your Appearance
• Time management for salespeople
• Understanding the psychology of selling
• Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude, and Techniques)

Unit 3: The Sales Meeting:

• Functions of the Sales Presentation
• Professional Skills
• The ASAP Formula (Art, Science, Agility, Performance)
• The 7-Step Sales Process
• Overcoming Objections Which Comprise 6 Major Factors:
  • Need
  • Features
  • Company
  • Price
  • Time
  • Competition
• Closing Techniques

Unit 4: Creating Rapport through Communication:

• Purpose of Communication
• Elements of Communication with Others
• Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)

Unit 5: Managing the Customer Relationship:

• Service Beliefs and Philosophy
• Basic Attributes of a Positive Attitude
• Value of Your Customer and How You Manage It
• Causes of Customer Attrition
• How to Respond to Different Buyers and Different Personalities