Learning & Development Sales Training Professional Selling

Our top-selling sales program that provides sales professionals with absolutely everything they need to succeed. 

Who Should Attend

  • Professionals that want to further penetrate key accounts, develop long-lasting client partnerships, and create more strategic territory plans for better prospecting
  • Key account managers, sales professionals, business-owners/entrepreneurs, sales managers, CSP candidates

A minimum of two years of sales experience is recommended

Available Formats

  • Instructor-led in-class over three days
  • On-site with the opportunity to customize

Learning Outcomes

  • Influence others more effectively with communications tailored to different personality types and an understanding of the psychology of compliance
  • Develop self-awareness, maintain optimism, and manage stress with proven takeaway strategies
  • Reduce distractions and increase selling time with a personalized time management system
  • Strategically allocate selling and administrative time by leveraging ROI calculations
  • Set and achieve personal and professional goals with a formalized closed-loop system
  • Implement more strategic, profitable, and achievable territory plans
  • Resolve conflicts and pre-emptively mitigate potential issues with new and existing clients
  • Effectively guide the client-side decision-making groups and processes
  • Increase client retention with tailored and structured account plans
  • Conduct the appropriate research and profit analyses before prospecting
  • Differentiate yourself from competitors with a Unique Value Proposition
  • Convert more prospects by improving the quality and efficiency of calls
  • Develop stronger and immediate relationships with potential clients using strategies to build rapport and trust
  • Shorten the decision-making process by preparing business cases that focus on financial gains and ROI
  • Secure go-forward commitments at the end of each sales call
  • Close more sales by transforming into a consultative advisor that focuses on solving problems and delivering value to clients
  • Deliver tailored, effective presentations that result in sales
  • Maintain profit margins while successfully navigating the negotiation process

Course Content (3-day program)

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

Course Cancellation Policy

Program
Location
Dates
Course Fee
$1,795.00
CPSA Members save $200
CSPs save $300
Instructor
Patrick Cain
Location
Toronto
Course Language
English
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