Become your customers’ business partner
A course in The Canadian Professional Sales Association’s (CPSA) Certified Sales Professional (CSP) designation.
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 products 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. Professional Selling prepares you to succeed in all of these areas and others.
This program is based on validated sales research, developed in conjunction with Human Resources and Skills Development Canada. It will help you establish yourself as the kind of person any buyer would want as a partner. You will learn how to use consultative selling techniques and practise them through role playing, group exercises and business case studies. You will learn a step-by-step process that you can implement immediately for acquiring and retaining customers. |
"Excellent course! Provided
excellent insight
into prospecting,
the selling process, relationship building and strategic planning.
The curriculum
was hands on
and very applicable.
I will definitely recommend this course to others."
Kara Reid
Lotek Wireless |
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Understanding and Managing Yourself
- Tools for sales effectiveness
- Implementing a closed-loop system to effectively manage your time and set appropriate and attainable goals
- Importance of developing and maintaining a professional standard of service, behaviour, and conduct
- Understanding the psychology of selling and how it relates to influencing buying decisions
Business Creation – Strategic Territory Planning
- Establishing criteria for an in-depth competitive analysis of your territory and individual accounts
- Generating a comprehensive strategy for profit maximization
- Mastering high-value tools for effective prospecting
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The Selling Process with a Higher Success Rate
- 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 an effective sales presentation
- Negotiating the terms of the agreement to reach a positive outcome
Keeping Customers, Building and Managing your Business
- Building long-term relationships with your customers
- Creating an effective customer care program
- Allocating your selling time according to account classification to maximize your sales territory’s profitability
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- Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology
- Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment
- Enhance your professional sales skill level and expertise to retain customers and expand business opportunities
- Discover the tactical, strategic, and self-management skills necessary to consistently exceed your customers’ expectations
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This program is designed for all sales professionals.
A minimum of two years of sales experience is recommended. |
Participation in this Consultative Selling program fulfills the education requirement for the Certified Sales Professional (CSP) designation, giving you high-profile recognition as a sales professional. Register for CPSA’s Professional Selling and apply for CSP designation at the same time for only $1,595 - save $355. For CSP applicants, CPSA Sales Institute will waive one year of membership fees (valued at $130). CSP applicants must have a minimum of two years verified sales experience and must complete their certification exams within one year of registering.
For more information, visit www.cpsa.com/training, e-mail SalesSuccess@cpsa.com or call CPSA at 1-888-267-2772 (CPSA). |
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Facilitator: Paul Kidston
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3-DAY SEMINAR 9:00 am - 4:30 pm
Please Note: This program will be not be offered after June 2010.
$1,395* + HST Members,
$1,495* + HST Non-members,
$1,595* + HST With Certification
*Fees subject to change
Includes refreshment breaks, lunches, course material, and a certificate of completion
Saint Mary’s University at the World Trade Centre
8th Floor, 1800 Argyle Street
REGISTER ONLINE for this seminar
FAX your Registration Form
CALL 420.5638 or 1.800.877.0874
epd@smu.ca
In-House Training and
Group Discounts Available
"After attending several sales seminars during my career I was hesitant to attend any more but this course was everything that I have not learned elsewhere. Absolutely impressive!"
James Sears
K& D Pratt Group
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