Sales Professional Courseware

Proven skills in Prospecting, Relationship Building, Discovery, Presentations, Objection Handling, and Closing.

  • Course Overview
  • Learning Objectives
  • Trainers Guide

In this course, you will learn the sales cycle and how to work through all its phases with competence and confidence. For new sales professionals, prospecting is a major component of your sales activity and time. Prospecting helps you build a pipeline and identify target markets and buyers for your company’s products and services. This course also focuses on helping you identify your Unique Selling Proposition (USP) to market your product’s strengths as customer solutions.

  • Understand and apply the concepts of customer-focused selling
  • Apply proven best practices to maximize your sales efforts
  • Understand productivity techniques to make the best use of selling time
  • Find new ways to find new customers and network with purpose
  • Handle objections with confidence
  • Negotiate and close sales

Whats Included?

  • Trainers Guide
  • PowerPoint Slides
  • Icebreakers, Activities & Exercise Files
  • Pre-Assignments
  • Lesson Plans & Tips

Course Outline

  • Unit 1: Essential Qualities of a Sales Professional

  • Unit 2: Building Your Professional Sales Image

  • Unit 3: Communication Dynamics

  • Unit 4: Manage How You Use Your Time

  • Unit 5: The Sales Process

  • Unit 6: Identify Your Target Market

  • Unit 7: Sales Cycle Step 1 - Prospecting Basics

  • Unit 8: The Discipline of Smart Prospecting

  • Unit 9: Phone and Email Prospecting

  • Unit 10: Qualifying Prospects

  • Unit 11: Sales Cycle Step 2 - Building Relationships Using the Consultative Selling Approach

  • Unit 12: Turning Relationships into Opportunities

  • Unit 13: The Discovery Stage

  • Unit 14: Enhancing Your Solutions

  • Unit 15: Sale Cycle Step 4 - Proposals and Presentations

  • Unit 16: Sales Cycle Step 5 - Handling Objections

  • Unit 17: Sales Cycle Step 6 - Closing the Sale

  • Unit 18: Team Work – Being a Team Player

  • Unit 19: Get Along with Others and Embrace Diversity

  • Unit 20: Managing Conflict

  • Unit 21: Professional Ethics and Accountability

  • Unit 22: Productivity and Effectiveness – Organizing Your Work

  • Unit 23: Making the Transition to the Workplace

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