Certified Sales Professional

Opportunities with a Sky Limit

5 Found
Date Duration Venue Fees
08-12 Jul 2024 5 Days Dubai - UAE US$4,450 Register
07-11 Oct 2024 5 Days Dubai - UAE US$4,450 Register
09-13 Dec 2024 5 Days Dubai - UAE US$4,450 Register

Course Overview

Effective sales professionals can respond appropriately to demonstrate sales virtues that facilitate adaptive buying for the client. They know how to build productive relationships by building on mutual trust that arises from reliability and mutual understanding. These relationships happen when the professional can comprehend the client’s thinking based on listening and communication skills that uncover new requirements. For some Sales professionals, the first and foremost is the licensing process or the certification of expertise, which can prove to clients the commitment to Excellence. In an environment where the seller can’t always win, it’s important to be focused on the real customer wants and needs that will ensure mutual success.

This Certified Sales Professional training course provides in-depth insight into how the successful Sales Professional works and highlights the techniques of keeping an ongoing business running. It will provide insights for creating the Strategic Sales Plan to achieve maximum results by analysing products and services, their complements, and alternatives. The participants will develop skills for identifying customer needs through a wide range of methods, and they will build Networking Skills for solid relationships. It also helps sales professionals create a sense of urgency by realising why customers prefer them in relation to other professionals and what makes them unique in an effort to measure the key performance indicators and to strive to achieve the critical success factors which increase sales performance.

Course Objectives

This training course is designed mostly for professionals of high involvement sales dealing with value-added prices, luxury products, and special services on a personal or corporate level.

After the training course, the participant will learn to:

  • Manage the strategic art of selling
  • Build on the level of self-confidence
  • Compose the personality to earn the trust of prospects
  • Locate and deal with personal limiting drawbacks
  • Establish and maintain performance expectations
  • Demonstrate communication skills to Present and handle procrastinating objections
  • Develop sales growth skills as a working habit
  • Master the closing of sales techniques

Target Audience

This training course is designed mostly for professionals of high involvement sales dealing with value added prices, luxury products, and special services, either on personal or corporate level.

It is suitable for a wide range of working professionals, including (but not limited to) the following:

  • Business Development Officers
  • Small Business Owners
  • Salespeople and General Salesforce
  • Client Service Employees
  • Customer Support Supervisors
  • Marketing and Promotion Staff
  • Call Centre Operators
  • Services Professionals like Insurance and Financial Agents, Car Dealers, Surveyors, Lawyers, etc.

Training Methodology

This training course uses a combination of interactive presentations and live discussions. It will be supported with case study workshops, videos, models, tables, and charts to consolidate learning and discussion of the findings. A summary recap will be linked to the topics by the end of each day to formulate a complete training programme. Upon request, it can include a final multiple-choice test on the material as a learning evaluation method.

Course Outline

Day One

Strategic Sales Operation

  • The Nature of the Sales strategy
  • Sales Planning and Forecasting
  • Setting Short-term and Long-term Goals and Objectives
  • Creating the Tactics to Increase the Value of Sales
  • The Sales Budget as a Tool
  • New Project Management Skills for Sales
Day Two

Consumer Buying Behavior and Marketing Communication

  • Understanding How Consumers Process Information
  • Consumer Decision-Making Processes
  • The Role of Marketing Communication
  • Changing Attitudes with Marketing Communication
  • Technology Marketing Communication as a Sales Tool
  • Sales opportunities of Internet aided Marketing
Day Three

The Successful Sales Professional Profile

  • Features of Competence and Professionalism
  • The Role and Duties of the Sales Professional
  • Customer-centric Orientation: Empathy and Social Behavior
  • Holistic Approach to Customer Orientation
  • Special Training Needs Analysis for Professional Sales
  • Distinguishing Traits and Skills owned by the Successful
Day Four

The Professional Selling Process

  • Quality Sales Preparation, Prospecting, and Lead Generation
  • Contacting and Approaching Leads for Business: The Customer Funnel
  • Cross and Upselling Presentation Methods and Skills
  • Overcoming Procrastinating Objections
  • Closing the Sale Techniques and Negotiation Handling
  • Asking for Referrals and after Sales Client Support
Day Five

Marketing Implications of the Sales Function

  • Product and Services Mix Strategies
  • Distribution mix strategies, Networking, and Collaborating for Total Service
  • Critical Success Factors
  • Analysis of Sales Performance and seasonality
  • Key Performance Indicators (KPIs)
  • Corporate B2B Sales and Tenders


Upon successful completion of this training course, Newage Certificate will be awarded to the delegates.

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