|
Certification Preparation
This module prepares candidates to sit the Certified Business
Professional exam – C30-508
Course Overview
The CBP Sales Certification 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.
The CBP™ Sales certification module covers all the major sales
stages and teaches the best practices in the sales industry.
Who Should Attend
This course is recommended for sales professionals, account
executives, front-line workers and business professionals, who wish
to specialize in the sales business segment.
Prerequisites
This course requires that participants meet the following
prerequisites:
1. The candidate must have a commitment to the pursuit of
excellence.
2. The candidate must have completed or be in the process of
completing a high school or secondary school diploma or similar
educational standards.
What You Will Receive
Participants will receive an official course manual for post class
reference and review.
Course Outline:
Module 1: Introduction to Selling
. Definition 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
. Email
. 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
. The Prospecting Stage
. 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 Module 3: First Contact
Success Strategies
. The First Contact Stage
. 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
. Step 3 – The Purpose
. Step 4 – Permission question
. Attention Grabbers
Module 4: Qualification
Success Strategies
. The Qualification Stage
. The Qualification Process
. 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 Skills
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
Module 6: Successful
Objection Resolution
. Resolving Objections Stage
. Strategies
. Resolving Objections
. Create Objection Responses that reduce Conflict
. Acknowledge
. Identify with
. Resolve
. Uncovering Hidden Objections
. Hidden Objection
. Ready to Close
. 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
DAY 3 - ADVANCED TOPICS
Establishing
your terms of agreement
Topic A: Understanding negotiation objectives
Topic B:
Understanding and establishing your requirements
Researching the
other party
Topic A:
Information gathering
Topic B:
Estimation of the other party’s requirements
Preparing for
an agreement
Topic A: Planning
for an agreement
Topic B: The
negotiation environment
Conducting a
negotiation
Topic A:
Understanding the negotiation process
Topic B:
Communicating during a negotiation
Topic C:
Challenging negotiation situations
Advanced
negotiating tactics
Topic A: Control
in negotiations
Topic B:
Negotiation tactics |
