Sales Professional Certificate
Start Date | End Date | Venue | Fees (US $) | ||
---|---|---|---|---|---|
Sales Professional Certificate | 19 Oct 2025 | 23 Oct 2025 | Muscat, Oman | $ 4,500 | Register |

Sales Professional Certificate
Start Date | End Date | Venue | Fees (US $) | |
---|---|---|---|---|
Sales Professional Certificate | 19 Oct 2025 | 23 Oct 2025 | Muscat, Oman | $ 4,500 |
Introduction
Mastering the inter-related skills of sales, negotiation, and presentation is the key to success both for individuals building their careers and for the organizations in which they work. Drawing on classical learning, psycho-linguistic research, and ideas associated with NLP and Emotional Intelligence, this highly interactive and hands-on program helps participants explore and practice the principles and techniques they need to be effective sales, negotiators, and presenters. Most importantly, it focuses on helping them apply these skills in the workplace as part of a process of continuous learning.
Objectives
- Integrate consultative and value-added selling into their professional practices.
- Understand the process and psychology of the sales cycle.
- Synchronize their selling cycle to the buying cycle of the customer.
- Manage the value of their customers.
- Communicate clearly and effectively both on a one-to-one basis and in group situations such as meetings
- Build rapport and interpersonal relationships and develop their influencing skills
- Resolve conflicts and differences through effective, creative, and mutually satisfactory negotiation leading where possible to win-win solutions
- Maximize deal benefits in commercial negotiations
- Make formal presentations to small and large groups with clarity and persuasiveness
- Handle audience questions effectively and with integrity
- Get support for new ideas and change initiatives
By the end of the program, participants will be able to:
Training Methodology
This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practice. Participants will have the opportunity to share with the facilitator and other participants on what works well and not so well for them, as well as work on issues from their own organizations. The online course is conducted online using MS-Teams/ClickMeeting.
Who Should Attend?
Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person.
Course Outline
The Changing Business Environment
- Turbulent Times for Companies
- Evolution of Personal Selling
- Are We Selling Something or Helping the Customer Buy?
- Personal Selling Profile
Negotiating Skills
- Negotiating Exercise 1
- Preparation, planning objectives, and positions
- Exploring deal variables and win-win opportunities
- Structuring a negotiation
- Bidding, bargaining, proposing, and closing
- Creative negotiating - ‘thinking outside of the box’
- Negotiation Exercise 2
Preparation and Self Organization
- Personal Management
- Impact of Your Appearance
- Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude, and Techniques)
Creating Rapport through Communication
- Purpose of Communication
- Elements of Communication with Others
- Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
- Service Beliefs and Philosophy
- Basic Attributes of a Positive Attitude
- Value of Your Customer and How You Manage It
- Causes of Customer Attrition
- How to Respond to Different Buyers and Different Personalities
Presentation Skills 3/Communication and Influencing Skills
- Presentation Skills Exercise 2 (Part 3 - presentations and feedback) cont'd
- Presenting as a team
- Introducing change and getting support - influencing skills and managing the ‘politics’
- Program review and action points
The Sales Meeting
- Functions of the Sales Presentation
- Professional Skills
- The ASAP Formula (Art, Science, Agility, Performance)
- The 7-Step Sales Process
- Overcoming Objections Which Comprise 6 Major Factors:
- Need
- Features
- Company
- Price
- Time
- Competition
- Closing Techniques
Professional Recognition & Accreditations
Certificate of Completion for delegates who attend and complete the program. Also ILM Endorsed Certificate for delegates who successfully attend and pass the required assessment.
