Why Attend
This ISMM endorsed course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales.
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, 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
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
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
5 rules for successful relationships
The essence of attitude in relationship building
The art of sales communications
Influencing sales outcomes
INFORMATECH is the region’s leading provider of in-house custom-designed courses. We have been tailoring in-house solutions for our clients aimed at helping them achieve short term training wins or long term strategic requirements. In addition to being significantly cost effective, these courses are constantly in demand because they:
If you did not find the appropriate date or venue suitable for you, or you would like to join the course online, you can request a custom course from the link below.
We offer group and corporate discounts on many courses. These discounts are available for clients who want to maximize their return on investment.
We offer individual discounts on many courses for people who are self-sponsored and make their payment in full and upfront at the time of registration.
Nominations to our public courses are to be processed by the client’s HR/Training department except for self-nominations which are to be paid in advance using the “payment by self” option on the online registration form. A refund will be issued back to the client in the event of course cancellation or seat unavailability. Registration confirmation is subject to INFORMATECH's review of registration request and seat availability.
Clients are responsible for any type of tax levied in their country.
If you are interested in having a course custom-designed for your organization, please submit a request using the link below. Once we receive your duly completed request, one of our business development professionals or consultants will get in touch with you to understand your requirements with more detail and answer any relevant questions you may have. After all pertinent information has been exchanged, we will work on the custom-designed request and send you the proposal you require and work with you to identify the ideal period and place for delivering the custom-designed solution.