Professional Selling In-Class Training
(also available LIVE online)

Become your customers′ indispensable business partner

Are you an order taker or a trusted adviser?

Professional Selling is based on validated sales research, developed in conjunction with Human Resources and Skills Development Canada. You will learn how to use consultative selling techniques and practice them through role playing, group exercises and business case studies. You will learn a step-by-step process for acquiring and retaining customers.

Who Should Attend

• Sales professionals in all industries with a minimum of 2 years sales experience
• Professionals pursuing the Certified Sales Professional (CSP) designation
• Sales Managers who want to set a benchmark for their sales team
• Past participants of CPSA′s Communicating to Influence Buying Decisions or Effective Negotiating Strategies

Sales Training Benefits

• Identify the challenges facing sales professionals and acquire the selling skills required to meet those challenges
• Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology
• Understand, learn and manage your personal qualities to positively influence your sales and personal success
• Implement a five-step closed-loop system to effectively manage your time and reach your goals; learn professional tips for supercharged goal setting
• Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment
• Produce tangible returns by enhancing your professional sales skill level and expertise in retaining customers and expanding business opportunities
• Develop and maintain a professional standard of service, behaviour, and conduct in all areas of your work

Participation in this Consultative Selling program fulfills the education requirement for the Certified Sales Professional (CSP) designation, giving you high-profile recognition as a sales professional. Gain the competitive edge – become a Certified Sales Professional (CSP)

Sales Training Content

Understanding and Managing Yourself: Personality traits for Sales Success

• Recognizing that personality styles impact outcomes - shape your style
• Learning the four traits for sales effectiveness
• Managing your attitude: key to high performance selling
• Implementing a closed-loop system to effectively manage your time
• Importance of developing and maintaining a professional standard of service, behaviour, and conduct
• Understanding the psychology of selling and how it relates to influencing buying decisions
• Developing stress-relief strategies

Business Creation - Strategic Territory Planning

• Developing a superior goal-orientation attitude. The S.M.A.R.T. model for developing goals
• Establishing criteria for an in-depth competitive analysis of your territory and individual accounts
• Generating a comprehensive strategy for profit maximization
• Mastering high-value tools for effective prospecting: steps to effective new business creation and five critical prospecting rules

The Selling Process with a Higher Success Rate

• Developing an effective prospecting script to secure appointments
• Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation
• Learning how to prepare and deliver an effective sales presentation: styles, components, and identification with your audience
• Managing client meetings: principles of face-to-face selling, keys to rapport building, questioning, benefit selling, objection handling, and closing

Keeping Customers, Building and Managing your Business

• Mastering key steps to effective account/territory planning and management to build long-term relationships with your customers
• Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans
• Setting profitable goals, conducting a competitive analysis, and calculating sales Returns on Time Investment (R.O.T.I.)
• Creating an effective customer care program

Our participants say…

"CPSA′s Professional Selling course provides the fundamental building blocks for anyone new to selling. It is also a good refresher course for experienced sellers."
- J. Hedges, Payroll Account Manager, NEBS Deluxe

"The varied experience of the participants added extra depth to a very well-defined course."
- D. Hill, Area Manager, Weir Canada

"The active participation, the instructor′s ability to relate to my field as well as the instructor′s level of enthusiasm for my future success, exceeded my expectations."
- H. Lame, Account Manager, Solideal Canada

"Wow! I underestimated what I thought I could gain from this course."
- D. Hodgins, Technical Sales Representative, Weir Canada

"Over the years, I′ve taken a number of selling seminars. The CPSA′s Professional Selling program is the only course that actually pulled all the necessary selling skills together. It touched on the tactics and strategies every sales person needs to know. As an experienced salesperson, it identified my weaknesses and provided solutions for me to be truly successful."
- M. A. Coleman, CET, CSP, Director of Channel Sales, Forming Technologies Inc.

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