This course provides participants with core knowledge about sales as a function and as a process; this means that participants will get solid exposure to sales and its contribution to company growth. They will also gain in-depth understanding of sales and 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.

This course provides participants with core knowledge about sales as a function and as a process; this means that participants will get solid exposure to sales and its contribution to company growth. They will also gain in-depth understanding of sales and 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.

The 'Sales Professional Certificate' course relies heavily on an interactive approach. 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 mentality.

• The changing business environment

• The evolution of personal selling
• The new sales competencies
• Behaviors, characteristics and skills of a successful salesperson
• Assessing performance according to specific sales indicators
• Root causes of sales problems
• Personal selling profile

• Preparation and self-organization

• Targets from a sales perspective
• Personal management
• Time management for sales people
• Understanding the psychology of selling
• Developing a strategy for sales success

• Overview of popular methodologies

• Examining sales methodologies
• Successful adaptation of a sales methodology
• Key takeaways

• The sales process

• Effective prospecting and pre-visit research
• Characteristics of different selling models, types and structures
• Setting goals based on your sales quota and plan
• Analyzing the territory and conducting account research
• How to conduct effective competitive analysis
• Neutralize or offsetting perceived competitor's advantages
• Working your company's strengths against competitors' weaknesses
• Planning your calendar to achieve sales goals and build a sales pipeline
• Identifying resources and methods of generating leads
• Delivering clear and effective presentations
• Handling and overcoming objections
• Achieving positive closing techniques
• Recognizing service as a hard differentiator

• Business negotiation skills

• Understanding the principals involved in successful negotiation
• Sales negotiation and vulnerability analysis
• Building a value position and relationship through principled negotiating
• Leveraging the art of persuasion

• Managing the customer relationship

• Developing a customer profile
• Service beliefs and philosophies
• Basic attributes of a positive attitude
• Questioning and probing skills
• Leveraging open and closed questions
• The importance of listening
• Understanding different buyer behaviors styles in relation to your own
• How to respond to different buyers and different personalities
• Strategies to maintain communication with a customer

BTS attendance certificate will be issued to all attendees completing minimum of 75% of the total course duration.

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