Certified Sales and Marketing Professional (CSMP)
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Certified Sales and Marketing Professional (CSMP) Course
Introduction:
A shared characteristic among the top-performing and accomplished salespeople is their unwavering dedication to excellence. Demonstrating this commitment, especially when starting out in the sales profession, can be achieved by enrolling in the Certified Sales and Marketing Professional (CSMP) Training course.
The CSMP Training course empowers individuals with the necessary tools to excel in the field and signals to employers that they possess practical, real-world expertise that can be immediately applied in the workplace. By completing the CSMP course, participants gain the capability, credibility, and confidence needed to make significant contributions as high-performing professionals within their organizations.
Course Objectives:
At the end of the Certified Sales and Marketing Professional course, you will be able to:
- Identify the behaviors and skills of a successful sales professional.
- Apply a structured and tested sales process to maximize every sales opportunity.
- Understand prospecting basics and be able to conduct a sales call.
- Use appropriate questioning techniques and listening skills which will lead to a reduced level of objections and an increased level of sales.
- Make presentations that meet both organization objectives and the needs of the audience.
- Anticipate objections and work up strong responses.
- Describe different types of selling models.
- Choose a closing technique to earn the business.
- Draft a formula to achieve sales goals.
- Manage the customer relationship on an ongoing basis.
- Differentiate themselves from competition through building better customer relationships and the use of customer care philosophies.
Who Should Attend?
Certified Sales and Marketing Professional (CSMP) training course, is ideal for:
- Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.
Course Outlines:
The Changing Business Environment
- Evolution of Personal Selling.
- The New Sales Competencies.
- Behaviors, Characteristics and Skills of a Successful Salesperson.
- Assessing Performance According to Specific Sales Indicators.
- The 10 Root Causes of Sales Problems.
- Personal Selling Profile.
Preparation and Self Organization
- Personal Management.
- Time Management for Sales People.
- Understanding the Psychology of Selling.
- Developing a Strategy for Sales Success.
The Sales Process
- Effective Prospecting and Pre-Visit Research Using Tele blitz.
- Characteristics of Different Selling Models, Types and Structures.
- Setting Goals Based on Your Sales Quota and Plan.
- Analyzing the Territory and Conducting Account Research.
- Planning Your Calendar to Achieve Sales Goals and Build a Sales Pipeline.
- Identifying Resources and Methods of Generating Leads.
- Delivering Clear and Effective Presentations.
- Handling and Overcoming Objections.
- Achieving Positive Closing Techniques.
- Recognizing Service as a Hard Differentiator.
Business Negotiation Skills
- Understanding the Principles Involved in Successful Negotiation.
- Sales Negotiation and Vulnerability Analysis.
- Building a Value Position and Relationship through Artful Negotiating.
Managing the Customer Relationship
- Service Beliefs and Philosophy.
- Basic Attributes of a Positive Attitude.
- Questioning and Probing Skills.
- Comprehending Different Buyer Behaviors Styles and your Own.
- How to Respond to Different Buyers and Different Personalities.
- Strategies to Maintain Communication with a Customer.