Excellence in Sales Training Program

Introduction to the Training:

This course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals’ keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales.

 

Training Outlines:

• The changing business environment
• The evolution of personal selling
• The 10 root causes of sales problems
• Preparation and self-organization
• Personal management
• Time management for salespeople
• Understanding the psychology of selling
• The sales process
• Product selling versus service selling
• Different selling models
• Business negotiation skills
• Principles of successful negotiation
• The six elements of successful negotiation
• The BATNA principle
• Managing the customer relationship
• Basics of building customer relationships
• Influencing sales outcomes

 

Training Objectives:

• Identify the right professional selling behaviors and skills needed to maximize sales performance
• Develop the right personal habits to optimize selling effectiveness
• Apply the different steps of the sales process and identify the need for each step
• Analyze and apply the principles of successful negotiations and handling objections
• Recognize the basics of customer relationships management and influencing outcomes

 

Program Details

Location : UAE

Dates:

1st cohort:      June 4 / 5 / 6

2nd cohort:  November  4 / 5 / 6     

 

Certification:

Upon the successful completion of the Excellence in Sales Training Programme you will be certified from Standards as well as the European Management Academy (EMA).