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