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 Seminar Certified Sales Professional TS1898 QR Code
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Seminar: Certified Sales Professional



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.

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 Audience:

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

Course Outlines:

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: 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 3: 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

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