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.