CBP™ Professional – Foundation Level “Sales”
This
training course aims to instill and solidify the foundations and principles of
professional selling, utilizing the latest and most successful sales
strategies. This is achieved through engaging participants in practical
exercises and sales scenarios, allowing them to acquire and master the
necessary skills for a successful sales representative capable of closing any
deal with high professionalism.
Sales
follow the marketing process; in marketing, the product is presented to the
market, promoted, and its benefits and features are highlighted through various
media and channels. Sales, on the other hand, involve direct interaction with
potential customers with the goal of selling the product. It is the final step
in the marketing process, making sales an integral part of the overall
marketing process.
By the end
of this course, participants will be able to:
•
Explain the elements of the sales
process.
•
Review different sales techniques.
•
Identify the potential client.
•
Clarify the characteristics of a
potential client.
•
Recognize sources of potential
clients.
•
Explain the stages of the sales
process.
•
Clarify the behavior of a successful
salesperson.
•
Review strategies for building a
strong relationship with the client.
•
Read the client's interests.
•
Evaluate the client's needs.
•
Explain a strategy for successful
first-time communication.
•
Develop successful strategies for
identifying potential clients.
•
Apply presentation, pitching, and
persuasion skills smoothly.
•
Execute convincing presentations.
•
Handle objections professionally and
flexibly.
•
Identify client objections.
•
Conclude some methods and skills for
finding potential clients.
•
Discover hidden objections.
•
Address obstacles in the sales
process.
•
Identify client concerns.
•
Deal positively with client concerns.
•
Recognize signals and successful
processes in the sales process.
•
Explain how to build effective and
successful communication from the first encounter.
•
Develop strategies and methods to
support the success of the evaluation process.
•
Present a product or service
professionally and persuasively.
•
Handle all forms of objections and
obstacles that may arise in the sales process.
•
Close the deal in a professional,
gradual, and convincing manner.
•
Explain with examples effective
strategies for closing and following up on deals.
Course Curriculum
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- Wrap up & follow up
- Referrals
- Follow up & Repeat Sales
- Strategies that create repeat sales
Instructor
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