PROGRAM DETAILS

Ingredients to our Successful Sales Continuing Education Program

Module 1

Science Into Sales

Talent always matters, but in most races, the way strategies have been set and deployed over time, in different formations and in different contexts, is always the winning edge. The same applies at sales. When putting science into sales, salespeople will be able to direct their efforts to increase their sales efficiency and effectiveness.

Courses

Throughout this course, candidates will learn how to formulate their sales activities within a proven framework and how to apply it for better allocation of their sales efforts.

  • The Sales Formula
  • Mapping the Leading and Lagging KPI’s
  • Pipeline Management
  • Better Sales Forecasting
Module 2

THE SALES BLUEPRINT

We always believe that a sales profession is very similar in characteristics to the entrepreneurial journey, it’s a lifestyle rather than a job that requires consistent push to the outside of the comfort zone and development.
Based on studies, they have indicated key elements to the success of the salesperson prior to any sales techniques, such traits are, but not limited to, self-motivation, drive for achievement, resilience.

Courses

This course is designed to help salespeople to install a consistent foundation of how to be successful in sales throughout several addressed subjects, on-ground exercises and self-reading materials.

  • Why Salespeople Fail
  • Sales as a Profession
  • Entrepreneurship in Sales
  • Developing your Resilience
  • Drive for Achievement
Module 3

PSYCHOLOGY OF SELLING

This course is a pool of sales psychology knowledge and tricks of the trade to help anyone, including both salespeople as well as others that simply want to increase their influence, and increase their sales skills.
If you implement what you learn in this course, your sales will increase dramatically because these are the principles that work in sales. Whether you’re selling soap or sophisticated technology the psychology of sales will never change.

Courses

Throughout this course, candidates will learn how to use their soft skills and competencies to become sales influencers and determine the key attributes to sales success.

  • The Sales Body Language
  • Cognitive Programming
  • Cognitive Dissonance
  • Voice Matters – Understanding the Voice
Module 4

POWERFUL RAPPORT

In a CBS Time Poll “What percent of people in general are trustworthy?” The answer was around 30%. But with a slight difference in the questions. “What percent of people that you know are trustworthy?” The answer flew to 70%
That’s a huge difference. Goes to show you: when people get to know you and people get to like you, people begin to trust you.

Courses

Studies have indicated that 74% of closing the deal is due to TRUST. People buy because they trust you first, the product second. Throughout this course, candidates will learn:

  • The different sales blocks of TRUST
  • Apply the Seven Steps to Build Better Rapport
  • Empathy vs Sympathy
  • Reflecting Thinking
Module 5

QUESTIONING SKILLS

We have been programmed throughout our educational system to study well and then present and answer all the questions in the exams to be evaluated accordingly, and this what happens with the majority of the salespeople, they study their product extremely well and start presenting and answering any questions the client pose, but in fact in the business world evaluation criteria for success is completely the opposite.

Thus clients do not evaluate us,and how much we know by how structured we pose our questions and care to know about their needs.

Courses

Throughout this course, candidates will go through several learning and reinforcement sessions to make sure they have integrated the new habit of asking questions. Thus Learn how to master the questioning skills that enable you to get not just any answer, but the desired one!

  • Different Types of Questions and their means of Applications
  • How to Build Up Smart Smooth Questions
  • Gap Selling and Consultative Selling
  • Reverse Questions to Better Handle Objections
Module 6

CLIENT CENTRIC SALES PROCESS

According to Harvard Business Review article on “the New Role of Rainmakers”, applying science when selling produces a 200% increase in productivity even when rainmakers are in their bad quarters.
In fact, it has been proven that those same top salespeople who finish their deals successfully with their innate talent and skills; unconsciously follow a specific client centric track for achievements. They are not aware that they are actually behind a successful virtual sales mapped process.

Courses

This course is designed to build and develop the discipline on overcoming roadblocks, and follow a client centric sales process.

  • Drawing A Client Centric Sales Process
  • Mapping Sales Activities to the Client Decision Process
  • The Progress Principles and Small Wins
  • Developing the Discipline of Coaching Clients Rather than Moving with their Flow
Module 7

INNOVATIVE CLOSING

There is a french proverb that says “Suis-le il te fuit, fuis-le il te suit.” The same in sales. The more we push the client the more likely to lose the client.
But Still, it is important to ask for the deal, and there is a thin line between being aggressive and knowing when to aid in closing the deal.

Courses

Throughout this course, salespeople will learn and apply how to innovatively ask for the deal and help the client take the right decision without crossing the line. Further learn when to stop before it’s too late and deal is lost.

  • 10 Reasons Closes Fail
  • 3 Things that will Make or Break you in the Closing
  • Learn how to Shorten the Sales Cycle by 50%
  • The Six Elements of Successful Sales Negotiations
Module 8

DIGITAL SELLING

The Digital era has changed entirely the way people communicate with each others. Some debate that it has made communication easier, others believe it became much harder and less responsive.
This it is important to be innovative and creative in the way you use the entire digital means in order not to be categorized as spam.

Courses

This course is tailored to teach salespeople on how to better and more effectively use the appropriate digital means i.e. LinkedIn, effective emails… to prospect, brand yourself and better sell.

  • The Content Marketing Era
  • Branding yourself on Social Media
  • Prospecting and Reaching out to Decision Makers Using LinkedIn
Module 9

Understanding the Buyer

Buyers love to Buy, but hate to be sold, anything! Previously, customers didn’t know how to solve their own problems, even though they often had a good understanding of what their problems were.
But now with access to troves of data, clients can readily define solutions, benchmark and evaluate their options by themselves. Thus customers don’t need the salesperson the way they used to.

To change our sales habits, it is important to understand how customers have evolved, changes and what is our new role as salespeople today in order to better guide them within their decision process.

Courses

Throughout this course, we will address everything from understanding the customer behavioural shift, to handling a customer based on their different types and behaviours to understanding the REAL reason people actually buy anything.

  • The Change of Buyer Behavior and Buying Power
  • Identifying The Different Types of the Buyer Persona
  • Understanding why people buy
  • The Science behind Value/Price Correlation
Elective Course 1

ADOPTING TECHNOLOGY

As much as technology has invaded our way of living, still salespeople are reluctant and companies are struggling with the User adoption on CRM as well as many other tools.

Courses

This course is to train salespeople on how to embrace the CRM to their benefit as well and other technology applications that will facilitate the game of selling

  • CRM Utilization
  • Using Hubspot for Tracking Sent Emails
  • Hunter for Getting the Email of any Targeted Person
Elective Course 2

KEY ACCOUNT MANAGEMENT

It is one of the most important changes in selling that has emerged during the past two decades. It is a radically different organizational process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits.

Courses

Here, you will learn the basics of Key Account Management and its requirements to maintain long term relationships with clients.

  • The 80-20 Rule
  • Identifying Key Accounts
  • Situational Analysis
  • Planning
  • Execution
  • Maintaining
Elective Course 3

Cold Calling

As much as people argue that cold calling is dead, still it is a vital mean to reach any decision maker. But definitely using any traditional cold calling scripts won’t aid you much these days.
You need to adopt new methods to secure more appointments even from smaller pool of leads and get to see the right decision makers, thus making a better and different level of contacts.

Courses

This course will aid salespeople to leverage on the most controllable mean to fill up their sales funnel by learning on how:

  • Secure More Appointments
  • Reach The Decision Makers
  • New Objections Comebacks
What More You Get

Learning Management System

A Digital Learning Platform designed specially for you to access your journey, follow the courses, remember what’s next, download any sales material needed, and apply assignments.

24/7 Full Library Access 

You gain 24/7 access to a full digital resource library containing the world’s most respected sales books, case studies, and publications.

Progress Report

A progress report for your performance can be sent to you and your organization’s management to stand out from the crowd and show your great development and sales capabilities.

Keep In Mind

Interaction
Humans crave interaction, and tend to learn better in in-person environments. So make sure to benefit from every interaction possibility with all sales professional levels

Personal Appearance
Whether you are representing yourself or your company, personal appearance is of no doubt a reflection of your professionalism, personality, and mission. So make sure to benefit from this opportunity to present the best of you and your company.

Preparation
As much as you take your time and put efforts to prepare for a meeting, the same efforts are advised to be put before every session to benefit most of the knowledge and have a higher ROI for your investor and yourself development. Preparation can be from reading the related materials, to bringing your own case studies and work situations to be solved.

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Left for the Early Bird Registration Deadline

 

The Next Program Batch Starts January 26, 2018

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