/  Sales Professional Certificate Training

Sales Professional Certificate Training

BMC Training provides a training course in Sales Professional Certificate in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • London
    25 - 3 - 2018
    29 - 3 - 2018
  • Dubai
    18 - 3 - 2018
    22 - 3 - 2018
  • Paris
    25 - 3 - 2018
    29 - 3 - 2018
  • Kuala Lumpur
    8 - 4 - 2018
    12 - 4 - 2018
  • Istanbul
    1 - 4 - 2018
    5 - 4 - 2018
  • Muscat
    8 - 4 - 2018
    12 - 4 - 2018
  • London
    27 - 5 - 2018
    31 - 5 - 2018
  • Dubai
    13 - 5 - 2018
    17 - 5 - 2018
  • Paris
    27 - 5 - 2018
    31 - 5 - 2018
  • Kuala Lumpur
    3 - 6 - 2018
    7 - 6 - 2018
  • Istanbul
    24 - 6 - 2018
    28 - 6 - 2018
  • Muscat
    3 - 6 - 2018
    7 - 6 - 2018
  • London
    22 - 7 - 2018
    26 - 7 - 2018
  • Dubai
    1 - 7 - 2018
    5 - 7 - 2018
  • Paris
    22 - 7 - 2018
    26 - 7 - 2018
  • Kuala Lumpur
    5 - 8 - 2018
    9 - 8 - 2018
  • Istanbul
    19 - 8 - 2018
    23 - 8 - 2018
  • Muscat
    5 - 8 - 2018
    9 - 8 - 2018
  • London
    16 - 9 - 2018
    20 - 9 - 2018
  • Dubai
    23 - 9 - 2018
    28 - 9 - 2018
  • Paris
    16 - 9 - 2018
    20 - 9 - 2018
  • Kuala Lumpur
    7 - 10 - 2018
    11 - 10 - 2018
  • Istanbul
    14 - 10 - 2018
    18 - 10 - 2018
  • Muscat
    7 - 10 - 2018
    11 - 10 - 2018
  • London
    11 - 11 - 2018
    15 - 11 - 2018
  • Dubai
    18 - 11 - 2018
    22 - 11 - 2018
  • Paris
    11 - 11 - 2018
    15 - 11 - 2018
  • Kuala Lumpur
    23 - 12 - 2018
    27 - 12 - 2018
  • Istanbul
    2 - 12 - 2018
    6 - 12 - 2018
  • Muscat
    23 - 12 - 2018
    27 - 12 - 2018
  • London
    6 - 1 - 2019
    10 - 1 - 2019
  • Dubai
    27 - 1 - 2019
    31 - 1 - 2019
  • Paris
    6 - 1 - 2019
    10 - 1 - 2019
  • Kuala Lumpur
    17 - 2 - 2019
    21 - 2 - 2019
  • Istanbul
    10 - 2 - 2019
    14 - 2 - 2019
  • Muscat
    17 - 2 - 2019
    21 - 2 - 2019

Introduction

This program is designed for:

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Objectives

  • Identify the behaviors and skills of a successful sales professional.
  • Apply a structured and tested sales process to maximize every sales opportunity.
  • Understand prospecting basics and be able to conduct a sales call.
  • Use appropriate questioning techniques and listening skills which will lead to a reduced level of objections and an increased level of sales.
  • Make presentations that meet both organization objectives and the needs of the audience.
  • Anticipate objections and work up strong responses.
  • Describe different types of selling models.
  • Choose a closing technique to earn the business.
  • Draft a formula to achieve sales goals.
  • Manage the customer relationship on an ongoing basis.
  • Differentiate themselves from competition through building better customer relationships and the use of customer care philosophies.

Content

The Changing Business Environment

  • Evolution of Personal Selling
  • The New Sales Competencies
  • Behaviors, Characteristics and Skills of a Successful Salesperson
  • Assessing Performance According to Specific Sales Indicators
  • The 10 Root Causes of Sales Problems
  • Personal Selling Profile

Preparation and Self Organization

  • Personal Management
  • Time Management for Sales People
  • Understanding the Psychology of Selling
  • Developing a Strategy for Sales Success

The Sales Process

  • Effective Prospecting and Pre-Visit Research Using Teleblitz
  • Characteristics of Different Aelling Models, Types and Atructures
  • Setting Goals Based on Your Sales Quota and Plan
  • Analyzing the Territory and Conducting Account Research
  • 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 Principles Involved in Successful Negotiation
  • Sales Negotiation and Vulnerability Analysis
  • Building a Value Position and Relationship through Artful Negotiating

Managing the Customer Relationship

  • Service Beliefs and Philosophy
  • Basic Attributes of a Positive Attitude
  • Questioning and Probing Skills
  • Understanding Different Buyer Behaviors Styles and your Own
  • How to Respond to Different Buyers and Different Personalities
  • Strategies to Maintain Communication with a Customer

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