Why Attend This Certified Sales Professional Course?

If there is one key to this sales professional certificate training course, it's the principles of consistency and commitment. The unconscious mind works tirelessly to make real whatever it has been programmed to do. It uses habits to execute its game plan. Therefore the CSP is designed to teach your team how to replace their current habits with programming that will allow them to achieve your organizations goals even faster.

The CSP certification goes beyond the technicalities of making a sale and goes deep into the psychology of it by explaining the cycle a client goes through when in the purchase process, how to speak directly to clients' needs and how to communicate with clients in the manner in which they want to be communicated with.

Providing participants with not only a vehicle to acquire knowledge and alter beliefs, these programmes will also include practice and skills to meet the time demands of busy professionals, each session of both these programmes is designed to be a modular mini-course which participants can enter and exit training at any time instead of waiting months for the next session to start.

This certified sales professional course certification are specially designed for sales managers to effectively and systematically manage their sales team, and sales professionals who are serious about improving their sales skills and advancing their professional selling career.


Enjoy the best cost for this sales professional certificate training course by ACAD Egypt.

What Is The Certified Sales Professional Training Course Methodology?

Thissales professional certificate training course methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets. 

Who Should Attend This Certified Sales Professional Training Course?

The Certified Sales Professional program is ideal for professionals who are employed as a sales and marketing officer, marketing manager, marketing director, sales or any individual or company owner responsible for marketing management and who has direct reports. Marketing Educators and Consultants who specialize in sales and marketing management may also apply.

What Are The Certified Sales Professional Training Course Objectives?

What do people really buy? They buy the benefits of a product. This module examines why and how individuals buy. It emphasizes the need for salespeople to stress benefits in their presentations. After this module, you should be able to:

• Apply the FAB Selling technique.

• Be able to construct a SELL Sequence.

• Know when and how to use a trial close.

• Understand why people buy benefits rather than features or advantages.

• Apply techniques for determining a customer's needs.

• Identify factors that influence the customer's buying decision.

• Understand why buying is a choice decision.

• Apply nonverbal communication selling skills.

• Recognize acceptance, caution, and disagreement nonverbal signals.

• Identify barriers to effective sales communication.

• Develop persuasive communication skills.

• Plan a sales call sufficiently.

• Identify the four planning steps in order and understand them.

• Develop a customer benefit plan.

• Understand the prospect's five mental steps in buying.

• Understand the relationship between a firm's marketing plan, sales force, and sales force's budget.

• Organize and manage a sales force.

• Identify the two major elements involved in staffing the sales force personnel planning and employment planning.

• Know what is involved in training the sales force.

• Understand why salespeople must be evaluated, who should evaluate them, when they should be evaluated, what performance criteria should be evaluated, and how evaluations should be conducted.

What Is The Sales Professional Certificate Training Course Curriculum?

Understanding the Psychology of Selling

• Why People Buy—The Black Box Approach

• Psychological Influences on Buying

• A FAB selling technique to Buyer

• Need Satisfaction

• How to Determine Important Buying

• Needs—a Key to Success

• The Trial Close—a Great Way to Uncover

• Needs and SELL

• SELL Sequence

• Your Buyer’s Perception

• Perceptions, Attitudes, and Beliefs

• The Buyer’s Personality

• Adaptive Selling Based on Buyer’s Style

• Classifying Buying Situations

• Buyers as Decision Makers

• Satisfied Customers Are Easier to Sell to

• To Buy or Not to Buy—a Choice Decision

 Communicating for Relationship Building & the Psychology of Selling

• The Eight Elements of Basic Communication Models

• Nonverbal Communication: Watch for It

• Communication through Appearance and the Handshake

• Recognizing Body Language

• Barriers to Communication

• Mastering Persuasive Communication to Maintain Control

• Apply nonverbal communication selling skills.

• Recognize acceptance, caution, and disagreement nonverbal signals.

• Identify barriers to effective sales communication.

• Develop persuasive communication skills.

Knowing your Customers, Products, Technologies

• Knowledge Builds Relationships

• Know Your Customers

• Know Your Company

• Know Your Product

• Know Your Resellers

• Advertising Aids Salespeople

• Sales Promotion Generates Sales

• Pricing Your Product

• Know Your Competition, Industry, and Economy

• Personal Computers and Selling

• Knowledge of Technology Enhances Sales and Customer Service

• Sales: Internet and the World Wide Web

• Global Technology Provides Service

• Technology Etiquette

Prospecting, The Lifeblood of Selling

• The10 Steps of Sales Process

• Steps before the Sales Presentation

• Where to Find Prospects

• Planning a Prospecting Strategy

• Prospecting Methods

• Prospecting Guidelines

• The Referral Cycle

• The 12 Faces of Call Reluctance

• Obtaining the Sales Interview

• Wireless E-Mail Helps You Keep in Contact and Prospect

Planning the Sales Call

• Strategic Customer Sales Planning —The Pre-approach

• Consultative Selling – Customer Relationship Model

• Steps in Creating Customer Benefit Plan

• The Prospect’s Five Mental Steps in Buying

• Overview of the Selling Process

 Crafting the Best Sales Presentation

• Sales Presentation Strategy

• The Group Presentation

• Negotiating So Everyone

• Sales Presentation Wins Methods—Select One Carefully

• The 10 Step Productive

• Retail Sales Call

• The 6 Step Problem-Solution Presentation Method

• Sales Presentations Go High-Tech

• Select the Presentation Method, Then the Approach

• The Parallel Dimension of Selling 

Making the Right Presentation Approach

• How to Make Effective Approach

• The Right to Approach

• The Approach—Opening the Sales Presentation

• Technology in the Approach

• Is the Approach Important?

• Using Questions Results in Sales Success

• Is the Prospect Still Not Listening?

• Five Ways to Remember a Prospect’s Name

• Different Categories of Approach

• Using the SPIN Method

• Three Rules for Using Questions

• Be Flexible in Your Approach

Identifying the Elements of a Great Sales Presentation

• The Five Purposes of Presentation

• Three Essential Steps within the Presentation

• The Sales Presentation Mix

• Visual Aids Help Tell the Story

• Dramatization Improves Your Chances

• Seven Point Checklist for Demonstrations

• Technology Can Help!

• The Sales Presentation Goal Model

• The Ideal Presentation

• Be Prepared for Presentation Difficulties

Handling Your Prospect's Objections

• Objections and the Sales Process

• Basic Points to Consider in Meeting Objections

• Six Major Categories of Objections

• Techniques for Meeting Objections

• Technology Can Effectively Help Respond to Objections!

• Applying the Trial Close technique

• After Meeting the Objection — What to Do?

Closing Begins the Relationship

• When Should I Pop the Question?

• Reading Buying Signals

• What Makes a Good Closer?

• How Many Times Should You Close?

• Closing under Fire

• Difficulties with Closing

• Essentials of Closing Sales

• Prepare Several Closing Techniques

• Prepare a Multiple-Close Sequence

• Close Based on the Situation

• Research Reinforces These

• Sales Success Strategies

• Keys to Improved Selling  The Business Proposition and the Close

• Closing Begins the Relationship

• When You Do Not Make the Sale 

Servicing and Following Up for Customer Retention

• The Importance of Service and Follow-Up

• Building a Long-Term Business Friendship

• Relationship Marketing and Customer Retention

• The Product and Its Service Component

• Customer Satisfaction and Retention

• Excellent Customer Service and Satisfaction Require Technology

• So, How Does Service Increase Your Sales?

• Turn Follow-Up and Service into a Sale

• Account Penetration Is a Secret to Success

• Service Can Keep Your Customers

• You Lose a Customer – Keep on Trucking

• Returned Goods Make You a Hero

• Handle Complaints Fairly

• Is the Customer Always Right?

• Build a Professional Reputation

Managing Time and Sales Territories

• Customers Form Sales Territories

• Reasons Companies Develop and Use Sales Territories

• Elements of Time and Territory Management

• Undifferentiated Selling Approach

• Basic Segmentation of Accounts

• Multivariable Account Segmentation

• Return On Time Invested  Customer Sales Planning

• Using Telephone for Territorial Coverage

• Territory and Customer Evaluation 

Planning, Staffing, and Training Successful Salespeople

• Transition from Salesperson to Sales Manager

• Technology Is Needed in the Job

• Being a First-Line Sales Manager Is a Challenging Job

• What Is the Salary for Management?

• Major Steps in Sales Personnel Selection Process

• Overview of the Job

• Sales Management Functions

• Sales Force Planning

• Staffing: Having the Right People to Sell

• Training the Sales Force

Motivating and Evaluating the Sales Force

• Motivation of the Sales Force

• The Motivation Mix: Choose

• Your Ingredients Carefully

• Compensation Is More than Money

• The Total Compensation Package

• No financial Rewards Are Many

• Leadership Is Important to Success

• Performance Evaluations Let People Know Where They Stand

• Sales Managers Use Technology