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Sales Specialist Certification

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Sales Specialist Certification


  • 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.

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