Sales Specialist Certification

Sales Specialist Certification

Methodology:

• The course heavily relies on interactive training techniques.
• It includes various educational tools such as case studies that simulate real-life situations.
• Participants engage in role-playing exercises to find solutions, negotiate, build relationships, and solve problems.
• These exercises foster confidence and analytical thinking within a teamwork framework.

Course Objectives:

By the end of the course, participants will be able to:

• Identify and adopt professional sales behaviors and skills to improve sales performance.
• Develop critical and self-motivated practices to enhance personal and professional effectiveness and efficiency.
• Apply different steps of the sales process and identify the need for each step.
• Analyze and apply principles of successful negotiations and handle objections.
• Understand the basics of customer relationship management and impactful outcomes.

Target Audience:

This course is designed for individuals working in sales and customer support teams, as well as potential candidates for sales department positions seeking to enhance their sales skills.

Program Content:

• Dealing with the sales environment in light of new data.
• Evolution in the personal selling process.
• Marketing.
• Consultation.
• Strategy.
• Partnership.
• Social aspects.
• New sales competencies.
• Behaviors, qualities, and skills of successful salespeople.
• Sales performance evaluation and key associated indicators.
• The ten root causes behind sales problems.
• “DISC” profile for self-development – personality patterns.
• Preparation and self-organization for the sales process.
• Personal management.
• Self-management professionalism.
• Self-planning.
• Self-motivation.
• Self-image.
• Time management for sales representatives.
• Understanding and comprehending the psychology of sales.
• Developing strategies for successful sales processes.

Sales Process:

• Prospecting and searching for sales opportunities and evaluating them.
• Preparing for client meetings.
• Meeting with clients.
• Presenting the offer – explaining features and matching them with client requirements.
• Addressing concerns and objections.
• Successfully closing sales opportunities/deals.
• Follow-up, relationship development with clients, and relationship management.
• Selling products compared to selling services.
• Brief overview of sales used worldwide.

Negotiation Skills:

• Fundamental principles of successful negotiations.
• Communication.
• Planning.
• Concessions.
• The six elements of effective negotiations.
• Questioning techniques and identifying client needs.
• Principle of “best alternative to negotiated agreements.”
• Setting sales boundaries, pricing limits, and discounts.

Customer Relationship Management:

• Basics of building relationships with customers.
• The five rules for successful customer relationships.
• The importance of manners and behaviors in building proper and fruitful relationships.
• The art of communication in the sales world.
• Influencing the outcomes of the sales process.