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SALES AND MARKETING SHORT COURSES

Certified Business Professional (CBP)
- Sales

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CBP logo
Course Overview Duration Who Should Attend Prerequisites Course Content The Secret To Success
Course Overview
Course Overview

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

Duration
Duration

12 Hours. Training times can be arranged according to your date and times requirements, delivered on-site at your premises. Training times can be arranged in more manageable sessions of 6 hours over 2 days.

Who Should Attend
Who Should Attend

This course is designed for candidates who wish to improve their selling skills.

Prerequisites
Prerequisites

The candidate must have a commitment to the pursuit of excellence.

Course Content
Course Content

1. Introduction to Selling

  • Definition of 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 and conferences
  • The selling process - strategies and tactics
  • The process
  • Sales stages
  • Product knowledge
  • Develop a positive sales attitude
  • Enjoy selling
  • Be excited

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

3. First Contact Success Strategies

  • First contact
  • Establishing buyer trust
  • Building rapport
  • Smile
  • Handshake
  • Use names
  • 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
  • Attention grabbers

4. Qualification Success Strategies

  • Qualifications
  • Buying criteria
  • Buying motive
  • Qualification steps
  • Discovery questions
  • Close-ended questions
  • Open-ended questions

5. Qualification Success Strategies

  • Alternative questions
  • Assessment questions
  • Reward questions
  • Effective listening

6. Presentation Success Strategies

  • The presentation stage
  • Delivering a prospect-specific presentation
  • Prospect-specific information
  • Buyer motives
  • Personal attention
  • Safety
  • Financial
  • Proof-of-success
  • Product demonstration
  • Success stories
  • Customer testimonials
  • Awards
  • Feedback
  • Keys to a powerful presentation
  • Energy & passion
  • Be positive
  • Assume the sale
  • Summarize
  • Exercise

7. Successful Objection Resolution

  • Strategies
  • Resolving objections
  • Create objection responses that reduce conflict
  • Acknowledgement
  • Identify
  • Resolve
  • Product/service
  • Uncovering hidden objections
  • Ready to close
  • Ready to close but has a fear of buying

8. Successful Closing Strategies

  • Closing stage
  • The fear barrier
  • Sellers fear
  • Buyers fear
  • Buying signal
  • Verbal buying signals
  • Non-verbal buying signals
  • 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

9. Wrap-up & Follow-up Strategies

  • Wrap up and follow up
  • Referrals
  • Follow-up and repeat sales
  • Strategies that create repeat sales
The Secret To Success
The Secret to Success

Short courses are an easy and effective way to upskill your people. This enables them to apply their new knowledge in your workplace immediately.

Knowing the learning and development needs
Choosing the right content and level
Matching a trainer to your company culture
Obtaining feedback at relevant intervals
Enquire Now
Short Courses

Business Skills

Developing Positive Assertiveness

CBP - Business Etiquette

CBP - Conflict Management

CBP - Dynamic Decision Making

Emotional Intelligence

Interpersonal Skills

Time Management

Telephone Courtesy and Customer Services

Communications

Business Communication

Business Writing Skills

English Grammar for Business

Presentation Skills

Leadership

CBP - Leadership

CBP - Leading Through Change

Management

CBP – Business Management

CBP – Motivating Employees To Be Their Best

CBP – Secrets to Management Success

Performance Management

Finance for Non-financial Managers

Managing your Teams in a Remote or Virtual Environment

Microsoft Office

Word 2016 - Beginner

Word 2016 - Intermediate

Word 2016 - Advanced

Excel 2016 - Beginner

Excel 2016 - Intermediate

Excel 2016 - Advanced

PowerPoint 2016 - Beginner

PowerPoint 2016 - Intermediate

Outlook 2016 - Beginner

Outlook 2016 - Intermediate

Access 2016 - Beginner

Access 2016 - Intermediate

Access 2016 - Advanced

Publisher 2016

Visio 2013 - Beginner

Visio 2016 - Beginner

Visio 2016 - Intermediate

Project 2016 - Beginner

Project 2016 - Intermediate

Project Management

CBP - Project Management

Project Management Fundamentals

Project 2016 - Beginner

Project 2016 - Intermediate

Sales and Marketing

Customer Service

Negotiation skills

Sales

SHORT COURSE BENEFITS

Short Course benefits

RELATED COURSES

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About Us

iLearn is a national learning solutions company that works together with forward-thinking companies to grow their people and their business. We specialise in digital and accredited learning programmes that create continuous and purposeful learning environments within organisations.

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