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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:
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Identify the right professional selling behaviors and skills needed to maximize sales performance
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Develop the right personal habits to optimize selling effectiveness
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Apply the different steps of the sales process and identify the need for each step
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Analyze and apply the principles of successful negotiations and handling objections
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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
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Partnering: building relationships, communicating effectively, and setting expectations
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Insight: evaluating the customer needs, gathering intelligence, and understanding business context
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Solution: aligning to customer's needs, resolving issues, and managing success
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Effectiveness: leveraging the sales process, executing plans, and maximizing personal time
Course Outline
The changing business environment
The evolution of personal selling
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