CBP™ Professional – Foundation Level “Sales”
By the end of this course, participants will be able to:
• Explain the elements of the sales process.
• Review different sales techniques.
• Identify the potential client.
• Clarify the characteristics of a potential client.
• Recognize sources of potential clients.
• Explain the stages of the sales process.
• Clarify the behavior of a successful salesperson.
• Review strategies for building a strong relationship with the client.
• Read the client's interests.
• Evaluate the client's needs.
• Explain a strategy for successful first-time communication.
• Develop successful strategies for identifying potential clients.
• Apply presentation, pitching, and persuasion skills smoothly.
• Execute convincing presentations.
• Handle objections professionally and flexibly.
• Identify client objections.
• Conclude some methods and skills for finding potential clients.
• Discover hidden objections.
• Address obstacles in the sales process.
• Identify client concerns.
• Deal positively with client concerns.
• Recognize signals and successful processes in the sales process.
• Explain how to build effective and successful communication from the first encounter.
• Develop strategies and methods to support the success of the evaluation process.
• Present a product or service professionally and persuasively.
• Handle all forms of objections and obstacles that may arise in the sales process.
• Close the deal in a professional, gradual, and convincing manner.
• Explain with examples effective strategies for closing and following up on deals.
- Defining 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
- Internet
- Seminars & Conferences
- The Selling Process – Strategies & Tactics
- The Selling Process
- Sales Stages
- Product Knowledge
- Develop a Positive Sales Attitude
- Enjoy Selling
- Be Excited
- 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
- Product: SecureCar
- First Contact
- 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
- Attention Grabbers
- Qualification
- The Qualification
- 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
- 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
- Summarize
- Exercise
- Strategies
- Resolving Objections
- Create Objection Responses that reduce Conflict
- Acknowledge
- Identify with
- Resolve
- Product/Service: SecureCar
- Uncovering Hidden Objections
- Hidden Objection
- Ready to close
- Ready to close but has a fear of buying
- 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?
- Wrap up & follow up
- Referrals
- Follow up & Repeat Sales
- Strategies that create repeat sales
Saudi Arabia
Egypt
UAE
Canada