Certified Sales Professional

In today’s highly competitive and ever-changing marketplace, buyers expect more from you – information, expertise and professionalism. They demand value not only in your products and services but in your relationship with them as well.

All selling roles have common elements, you are required to:

  • Face people who say no
  • Plan how to reach your goals
  • Balance your own interests with those of your customers
  • Influence people to be successful
  • Communicate effectively to make customers recognize the value of your products

CPSA’s Professional Selling prepares you to succeed in all of these areas and others. This program is based on validated sales research, developed in conjunction with Human Resources and Skills Development Canada. It will help you establish yourself as the kind of person any buyer would want as a partner. You will learn how to use consultative selling techniques and practise them through role playing, group exercises and business case studies. You will learn a step-by-step process that you can implement immediately for acquiring and retaining customers.

Who Should Attend

  • Sales Representatives
  • Account Executives
  • Business Owners, Operators, and Partners
  • Entrepreneurs
  • Service Representatives
  • Account Managers
  • General Managers
  • Product Managers
  • 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

This program is designed for all sales professionals. A minimum of two years of sales experience is recommended.

Key Course Benefits

  • Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology
  • Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment
  • Enhance your professional sales skill level and expertise to retain customers and expand business opportunities
  • Discover the tactical, strategic, and self-management skills necessary to consistently exceed your customers’ expectations

Course Content (3-day program)

Understanding and Managing Yourself

  • Tools for sales effectiveness
  • Implementing a closed-loop system to effectively manage your time and set appropriate and attainable goals
  • 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

Business Creation – Strategic Territory Planning

  • 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

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
  • Negotiating the terms of the agreement to reach a positive outcome Keeping Customers, Building and Managing your Business
  • Building long-term relationships with your customers
  • Creating an effective customer care program
  • Allocating your selling time according to account classification to maximize your sales territory’s profitability