This course lays the foundation for professional selling by developing the selling process using effective sales methodologies. You will learn the skills and tactics of the leading sales professionals and take part in interactive scenarios to master those skills. This module covers all the major sales stages and teaches the best practices in the sales industry.

This module prepares candidates to sit the Certified Business Professional - Sales exam

Introduction to Selling

• The Definition of Selling
• The Definition of a Seller
• The Definition of a Buyer
• Sales Requirements
• Sales Strategies and Tactics
• The Selling Process

Prospecting Success Strategies

• Building your customer profile
• Lead Channels
• The Decision Maker
• The Decision Influencer

First Contact Success Strategies

• Establishing Buyer Trust
• Building Rapport
• Professional Greeting
• Professional Image
• Attention Grabbers

Qualification Success Strategies

• Buying Criteria
• Buying Motive
• Qualification Steps
• Discovery Questions
• Effective Listening

Presentation Success Strategies

• Delivering a Prospect-specific Presentation
• Buyer Motives
• Feedback
• Keys to a Powerful Presentation

Successful Objection Resolution

• Resolving Objections
• Create Objection Responses that reduce Conflict
• Uncovering Hidden Objections

Successful Closing Strategies

• The Fear Barrier
• Buying Signals
• Strategies for closing the sale
• What do you do if your prospect says no
• What do you do when a sale is lost?

Wrap-up & Follow-up Strategies

• Wrap Up & Follow-up
• Referrals
• Follow-up & Repeat Sales

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