CBP™ Professional Sales
- Duration: 3 Days
- Language: Arabic & English
Courses Description
The CBP™ Sales Certification is designed to instill and establish the foundation for professional selling by developing the latest and most successful selling strategies and processes using effective sales methodologies. You will learn the skills and tactics of leading sales and capable to close any deal with high professionalism and take part in interactive scenarios to master those skills.
The CBP™ Sales certification module covers all the major sales stages and teaches the best practices in the sales industry.
Target Audience
- Trainees who are looking to specialize in sales, deal with clients and meet their needs
- Managers, supervisors, sales and marketing specialists, executives in the sales and marketing departments, delegates, and correspondents
- Customer service and reception staff and individuals looking to change their career and engage in sales
Objectives
At the end of this program, you will be able to know:
- Definition of Sales
- Infer some methods and skills to look for potential clients
- Explains how to build effective and successful communication from the first time
- Develops strategies and methods that support the success of the evaluation process
- Present a presentation with confidence for a service and/or product professionally
- Deals with all forms of objections and obstacles that may be encountered in the sale
Module 1: Introduction to Selling
- Defining Selling
- The Definition of a Seller
- The Definition of a Buyer
- Selling
- Sales Requirements
- Sales Strategies and Tactics
- Attitude
- Ways we sell
- Person-to-Person
- Telemarketing
- Direct Mail
- Internet
- Seminars & Conferences
- The Selling Process – Strategies & Tactics
- The Selling Process
- Sales Stages
- Product Knowledge
- Develop a Positive Sales Attitude
- Enjoy Selling
- Be Excited
Module 2: Prospecting Success Strategies
- Prospecting
- What is prospecting?
- What is a prospect?
- A Customer Profile
- Building your Customer Profile
- Channel Ratings
- Lead Channels
- Decision Making Authority
- The Decision Maker
- The Decision Influencer
- Political Influence
- Financial Influence
- Technical Influence
- End-User
- Product: SecureCar
Module 3: First Contact Success Strategies
- First Contact
- Establishing Buyer Trust
- Building Rapport
- Smile
- Handshake
- Let’s have some fun
- Use Names
- Let the Fun Continue
- Be Sincere and Friendly
- Using a Trust Substitute
- Common Ground
- Compliment and Affirm
- Professional Greeting
- Professional Image
- Be on Time
- Body Language and Eye Contact
- Step 1 – Greeting
- Step 2 – Introduction & Rapport
- Attention Grabbers
Module 4: Qualification Success Strategies
- Qualification
- The Qualification
- Buying Criteria
- Buying Motive
- Qualification Steps
- Discovery Questions
- Discovery Questioning Styles
- Close-Ended Questions
- Open-Ended Questions
- Alternative Questions
- Assessment Questions
- Reward Questions
- Effective Listening
Module 5: Presentation Success Strategies
- The Presentation Stage
- Delivering a Prospect-specific Presentation
- Prospect-specific information
- Buyer Motives
- Personal Attention
- Safety
- Financial
- To Own Things
- Proof-of-Success
- Product Demonstration
- Success Stories
- Customer Testimonials
- Industry Reviews and Evaluation
- Awards
- Feedback
- Keys to a Powerful Presentation
- Energy & Passion
- Be Positive
- Assume the Sale
- Summarize
- Exercise
Module 6: Successful Objection Resolution
- Strategies
- Resolving Objections
- Create Objection Responses that reduce Conflict
- Acknowledge
- Identify with
- Resolve
- Product/Service: SecureCar
- Uncovering Hidden Objections
- Hidden Objection
- Ready to close
- Ready to close but has a fear of buying
Module 7: Successful Closing Strategies
- Closing Stage
- The Fear Barrier
- Seller’s Fear
- Buyer’s Fear
- Buying Signals
- Verbal Buying Signals
- Non-Verbal Buying Signals
- Strategies for closing the sale
- Direct Close
- Minor Point Close
- Alternative/Multiple Choice Close
- Action Close
- Opportunity Windows Close
- Benefits Close
- Trial Product Close
- Objection Close
- What do you do if your prospect says no
- What do you do when a sale is lost?
Module 8: Wrap-up & Follow-up Strategies
- Wrap up & Follow up
- Referrals
- Follow up & Repeat Sales
- Strategies that create repeat sales