Sales Professional Certificate
This course equips participants with essential knowledge of sales as both a function and a process.
- Course fee
- Contact us
- Duration
- 5 days
- Group rate
- Ask an advisor
Course overview
This course equips participants with essential knowledge of sales as both a function and a process. It delves into self-management, the art of prospecting, opportunity planning, and resource allocation. Participants will also develop critical skills in negotiation, overcoming sales obstacles, resolving customer issues, and closing deals. The course aims to enhance overall sales effectiveness through practical, real-world applications.
Training methodology
The 'Sales Professional Certification' course is highly interactive, utilizing business cases based on real-world scenarios. Participants will actively engage in analyzing situations and devising solutions.
Target competencies
- Building partnerships
- Effective communication
- Setting and managing expectations
- Assessing customer needs
- Resolving issues
- Leveraging the sales process
- Executing sales strategies
- Time management for personal productivity
Course objectives
By the end of the course, participants will be able to:
- Identify the behaviors and skills essential for maximizing sales performance
- Develop personal habits to enhance selling efficiency
- Apply each stage of the sales process and understand the purpose behind them
- Master the principles of negotiation and objection handling
- Understand customer relationship management and influencing sales outcomes
Course outline
- Evolution of personal selling
- Marketing, consultative, strategic, and social selling approaches
- Partnering with clients
- New competencies in sales
- Key behaviors, traits, and skills of top salespeople
- Performance assessment through sales indicators
- Common root causes of sales issues
- Personal selling profile
- Personal management and mastery
- Planning for success
- Positive self-talk
- Building a strong personal image
- Time management strategies for salespeople
- Understanding the psychology of selling
- Crafting strategies for achieving sales success
- Prospecting and qualifying leads
- Pre-approach strategies
- The initial approach
- Product/service presentations and demonstrations
- Handling objections
- Closing the sale
- Follow-up and relationship maintenance
- Differences between product selling and service selling
- Insights into various sales models
- Core principles of successful negotiation
- Effective communication and planning
- Trading concessions strategically
- Six key elements of sales negotiations
- The power of questioning and probing
- Understanding the BATNA (Best Alternative to a Negotiated Agreement) principle
- Setting negotiation ranges and knowing limits
- Fundamentals of building strong customer relationships
- Five key rules for success in relationships
- The role of attitude in relationship building
- Mastering sales communication
- Influencing outcomes in the sales process
Morning and evening classes are available. CompuBase Training Center, Abu Dhabi.
