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)