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Certified Sales Professional

  • Find New Customers. Close More Sales.

Course Overview

The Certified Sales Professional programme is a dynamic six-week course designed for sales professionals and managers seeking to upskill or empower their teams. Covering the entire sales cycle, from identifying prospects to closing high-value deals. It offers a structured, practical approach to business development. Participants will learn proven techniques used by top global sales teams to build strong pipelines, hold meaningful conversations, and close more deals. Ideal for new or experienced professionals aiming to succeed in today’s competitive sales environment. 

Course Objectives

  • 1. Understand how to plan and prioritise sales activities to maximise results.
  • 2. Develop outreach strategies that generate engagement and secure appointments.
  • 3. Learn how to build rapport and diagnose client needs through structured conversations.
  • 4. Create business cases and proposals that demonstrate clear value.
  • 5. Enhance confidence and skill in closing conversations and managing objections.
  • 6. Improve time management and continuously refine their sales process.
  • 7. Maintain momentum by nurturing client relationships and uncovering new opportunities.

Course Outline

  • Adapt your sales strategy to reflect modern buyer behaviour
  • Identify high-potential markets and focus your outreach
  • Build a core sales message that resonates
  • Define objectives, tactics, and metrics for success
  • Cultivate a positive, proactive sales mindset
  • Research customer needs and prepare tailored approaches
  • Craft email and phone scripts that spark interest
  • Use LinkedIn to grow your network and influence
  • Leverage video outreach to increase response rates
  • Secure meetings through multichannel prospecting
  • Establish trust through rapport and credibility
  • Use active listening and diagnostic questioning
  • Structure the conversation using pain-impact-solution logic
  • Customise the solution to the industry, company, and role
  • Confirm alignment and gain buy-in for next steps
  • Ensure you're engaging with decision-makers
  • Build persuasive proposals and business cases
  • Communicate value using results-focused language
  • Present solutions that motivate action and commitment
  • Structure closing conversations to encourage decision-making
  • Use confidence-building language to support commitment
  • Manage negotiations and resolve objections effectively
  • Apply structured techniques for closing with confidence
  • Ask for referrals and build long-term credibility
  • Improve productivity with time management strategies
  • Continuously enhance your sales process
  • Set ambitious yet achievable personal targets
  • Stay engaged with clients to uncover repeat and upsell opportunities
Professional Selling
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Delivery Method

  • In-person at designated training centres in major cities
  • Virtual instructor-led sessions for remote participants
  • Includes self-paced eLearning, assignments, 1-on-1 coaching, and downloadable tools
  • On-site facilitation tailored to organisational needs

Boost your revenue. Enrol now in our Professional Selling skills course!

Master the art of Professional Selling with proven techniques that build trust, deepen client relationships, and consistently convert opportunities into high-value sales wins.

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