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PROFESSIONAL SELLING (3 days) Become your customers' business partner 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 - Communicate effectively to make customers recognize the value of your products CPSA's 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. For more information go to: http://www.cpsa.com/training/ProfessionalSelling.aspx STRATEGIC ACCOUNT MANAGEMENT (3 days) Optimize account penetration and profitability of your key accounts CPSA's Strategic Account Management examines the strategic and tactical elements involved in key account sales. This program is designed to help you establish holistic, value-based partnerships with large customers, optimize your penetration of those accounts, and maximize the revenue and profit they generate for you and your company. For more information go to: http://www.cpsa.com/training/StrategicAccount.aspx PROFESSIONAL SALES MANAGEMENT (3 days) Manage your sales team towards improved productivity, performance and profitability CPSA's Professional Sales Management explores your role as a sales manager, specific skills, and concepts that will help you improve your performance in the three key areas of sales management: leadership, talent management, and business management. The program is designed to give you the skills required to lead, manage, and coach your people towards improved productivity, performance and profitability. Through numerous workshop practice sessions and case study analysis, you will learn the critical success factors of sales management. For more information go to: http://www.cpsa.com/training/ProfessionalSales.aspx SALES COACHING FOR SUCCESS (2 days) Develop your salespeople to drive sales and add value to your customer Sales managers are caught between the organizational and administrative imperatives from above, and the need to direct and add value to salespeople that really would rather be left alone. Expectations and responsibilities are increasing to succeed in this challenging role. You need to understand when to coach and when to manage. CPSA's Sales Coaching for Success equips you with critical coaching skills to improve the productivity and performance of your salespeople. Take this course and deliver value to your people, your organization, and ultimately yourself. For more information go to: http://www.cpsa.com/training/SalesCoaching.aspx EFFECTIVE NEGOTIATING STRATEGIES (2 days) Get your clients' buy-in Given the highly competitive nature of the sales profession, effective sales negotiation skills are increasingly important for success. CPSA's Effective Negotiating Strategies provides you with the keys to successful negotiations. Master the negotiation planning process to reach an optimum outcome. Learn new ways to manoeuvre within a negotiating environment, from pre-planning to the commitment stage. You are encouraged to bring to the course an example of a recent or future negotiating situation with a challenging customer. For more information go to: http://www.cpsa.com/training/EffectiveNegotiating.aspx COMMUNICATING TO INFLUENCE BUYING DECISIONS (2 days) Adapt Your Selling Style to Maximize Sales Results Modify your own style to build commonality and rapport effectively and ultimately influence buying decisions. Develop your self-leadership, as well as assess and adapt to differing personality styles and values with CPSA's Communicating to Influence Buying Decisions. This interactive program will teach you how to improve your communication style for maximum clarity to achieve greater sales results. You will be required to complete an online personality type questionnaire, which offers you insights into your communication style and provides a framework to help you develop effective strategies to assert yourself in order to persuade others. For more information go to: http://www.cpsa.com/training/CommunicatingtoInfluence.aspx |
