Sales Professional

Course Details


Learning Path: Sales

Duration: 5 Day(s).

Course Overview

In this certification 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.

You will practice proven skills in prospecting, relationship building, discovery, presentations, objection handling, and closing. Your commitment to using and practicing these skills in the field will help you achieve the sales success you desire in the real world. Finally, you will learn the essential workplace skills to perform your day-to-day responsibilities and become a valuable member of your organization. These workplace skills include, interacting with co-workers, contributing in teams, and maintaining professional ethics. 

The course is designed to prepare learners for the KWP Certified Marketing Specialist test and earn the designation, Certified Marketing Specialist, KWP-MS. The goal is for the learner to be job-ready for an entry level position in marketing as defined in the KWP Standard Job Description.

Endorsed by

Learning Objectives

The course addresses sales career competencies and skills in the primary categories. You will:

  • 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

Course Outlines

Unit 1: Essential Qualities of a Sales Professional
The Success Profile
Why Choose a Career in Sales?
Course Activity: Creating Your Own Professional Sales Organization
A Professional Sales Approach - Consultative Selling
Unit 2: Building Your Professional Sales Image
Present a Professional Image
Unit 3: Communication Dynamics
Communications is a Learned Skillset
What is Said and What Is Heard
Using Active Listening Skills
How to Listen Actively
Listening for Meaning
Asking Questions with Purpose
Understanding Non-Verbal Communication
What is Body Language?
Your Voice
Unit 4: Manage How You Use Your Time
Time Management
Understanding Personal Efficiency
Efficiency Applies Differently for Everyone
Using a Personal Information Center
Unit 5: The Sales Process
The Sales Cycle
Unit 6: Identify Your Target Market
Deciding on Your Target Markets
Finding New Customers
Unit 7: Sales Cycle Step 1 - Prospecting Basics
Find New Opportunities and Establish Prospecting Metrics
Earning Trust
The Prospect Dashboard
Prospecting Nuggets
The Customer Buying Cycle
The Customer Journey
Unit 8: - The Discipline of Smart Prospecting
Setting Goals
Networking to Your Advantage
Steps for Making Your Original Contact
Learning to “Small Talk”
Unit 9: Phone and Email Prospecting
Making Cold and Warm Calls
Call Scripts
Sounding Your Best
Professionally Represent Your Company
Using Email Effectively
Unit 10: Qualifying Prospects
Qualification Steps
Unit 11: Sales Cycle Step 2 - Building Relationships Using the Consultative Selling Approach
Customer Relationships Start with You
Customer-Focused Selling
Seven Influences of Relationship Building
Role play
Unit 12: Turning Relationships into Opportunities
Leveraging Public Speaking Opportunities
Making the Most of Trade Shows
Recovering Lost Customers
Unit 13: The Discovery Stage
What is Discovery or Needs Development?
Discovery is a Process
Research – Be Prepared
How to Conduct an Effective Sales Discovery Call
Provoking vs. Discovery Questions
A Collection of 25 Great Discovery Questions
Final Thoughts on Discovery
A Discovery Call Checklist
Unit 14: Enhancing Your Solutions
Value Based and Price Based Selling
Help Your Customer Buy More
Phases of the Value-Added Sale
Value Can Be Added to Anything
Unit 15: Sale Cycle Step 4 - Proposals and Presentations
Sales Proposals
Presentation Guidelines
Features, Advantages, and Benefits
Presentation Best Practices
Perfect Practice Makes Perfect
Unit 16: Sales Cycle Step 5 - Handling Objections
What are Objections?
Process for Handling Objections
Objection Handling Tips
Sample Objection Handling Dialog
What About Price?
Unit 17: Sales Cycle Step 6 - Closing the Sale
Top 15 Activities to Make You Successful at Closing
Recognize the Buying Signals
Effective Closing Techniques
What is Negotiation?
Professional Closing Techniques
Unit 18: Teamwork – Being a Team Player
What Is a Team?
Unit 19: Get Along with Others and Embrace Diversity
Find Common Ground
Bringing Diversity into Focus
Keeping Stereotypes in Check
The 4 Pillars of Diversity
Managing Diversity
Unit 20: Managing Conflict
Putting Conflict in Perspective
The Conflict/Opportunity Test
Resolving Conflict – A Model That Works
5 Steps to Conflict Resolution
Tips You Can Use
Toolkit for Successful Workplace Conversations
Unit 21: Professional Ethics and Accountability
What Are Ethics?
What Values Guide You?
Why Worry About Ethics?
Take Your Moral Temperature
What Does It Mean to be Accountable?
Unit 22: Productivity and Effectiveness – Organizing and Prioritizing Your Work
The Building Blocks of a Good Organizational System
Prioritizing Your Tasks
Unit 23: Making the Transition to Work
Key Metrics

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