CPSA Professional Selling Workshop
Become your customers’ business partner and optimize the penetration and profitability of your key accounts.
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 product 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; and communicate effectively to make customers recognize the value of your products.
The Canadian Professional Sales Association's (CPSA) Professional Selling workshop prepares you to succeed in all of these areas and others.
Key Course Benefits:
Understand the principles of consultative selling
Identify and develop the traits necessary for sales success
Maintain and manage an effective prospecting funnel
Overcome client objections such as price and close more sales
Direct the outcome of a negotiation
Module #1 – Introduction to Professional Selling
Understanding how Selling has Changed over the Years and What’s to Come
Defining Consultative Selling
Understanding Consultative Selling Principles
Case Study – Extra-brands
Defining the Five Keys to Sales Success
Understand the Importance of building a Personal Professional Development Plan
Module #2 - Understanding and Managing Yourself: Personality traits for Sales Success
Recognizing that personality styles impact outcomes
Learning the four traits for sales effectiveness
Managing your attitude: key to high performance selling
Understanding the psychology of selling – Compliance Principles
Developing stress-relief strategies
Module #3 - Understanding and Managing Yourself: Personality traits for Sales Success
Recognizing that attitude affects everything in your life
Identifying methodologies for maintaining a positive outlook
Understanding and Managing the Different Types of Stress
Developing effective Time Management Processes
Establishing what your time is worth
Module #4 – Building Your Business Strategy
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 Key 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
Setting profitable goals, conducting a competitive analysis, and calculating sales Returns on Time Investment (R.O.T.I.)
Mastering key steps to effective account/territory planning and Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans
Module #5 – Consultative Selling
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 a 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
Module #6 – Securing the Business
Understanding the different Presentation Types
Developing Systems for Ensuring Effective Presentations
Learning how to Negotiate Effectively
Conducting Win / Win Negotiations
If you're interested in sales training, a session will be delivered in French in October this year:
Date: October 2-4, 2018
Location: Four Points by Sheraton, 100 Rice Street, Edmundston, NB E3V 1T4
Time: 8:30 am - 4:30 pm each day
Facilitator: Johane Verdier, Teneo Results
Investment: $575 + HST, includes workbook and lunch each day. Regular price of session: $2,295*
Registration Deadline: September 12, 2018
Session will be capped at 30 participants.
Hotel Reservation: You can use the code "Atelier de Venn" to get a discount on your room rental at the Four Points by Sheration ($109 + HST per night).
IMPORTANT: Before the course begins, participants are required to complete the pre-work self-study.
After the training, participants may be eligible to challenge the CSP examination to earn their Certified Sales Professional (CSP) designation (additional cost).
*This training is open to Small and Medium Sized businesses in New Brunswick and is made possible through the support of the Atlantic Canada Opportunities Agency (ACOA). The usual cost of this training through the CPSA is $2,295 for Professional Selling, however, through ACOA's support this training is being offered to eligible businesses at discounted rates to stimulate business growth in the region.