Intermediate
Professional Sales
3 Days
About This Course
Master the art of sales and client engagement
Course Details
- • Duration: 3 Days
- • Mode:
- • Level: Intermediate
- • Prerequisites: No prior experience required
- • Certification:
Course Outline
Comprehensive training program
Introduction to Modern Sales
Module - 0
Topics Covered:
- •The role of a professional salesperson today
- •Evolution from product-focused to solution-focused selling
- •Understanding customer needs and buying behavior
- •B2B vs B2C sales strategies
Practical Exercises:
- ✓Analyze your product/service from the customer's point of view
Prospecting and Lead Generation
Module - 1
Topics Covered:
- •Identifying target markets and buyer personas
- •Building a quality sales pipeline
- •Prospecting techniques (Cold calling, Email, Social Selling)
- •Using LinkedIn and CRM for lead generation
Practical Exercises:
- ✓Ideal Customer Profile (ICP) Template creation
- ✓Sales Prospecting Email Script development
- ✓Daily Prospecting Tracker setup
- ✓Scenario: Generate and qualify leads for a SaaS startup
Building Relationships and Rapport
Module - 2
Topics Covered:
- •Active listening and questioning skills
- •Building trust and credibility
- •Emotional intelligence in sales
- •Cultural sensitivity and adapting to customer styles
Practical Exercises:
- ✓Role-play exercise on rapport building in a sales meeting
Sales Presentation and Value Communication
Module - 3
Topics Covered:
- •Crafting an engaging sales pitch
- •Features vs Benefits vs Value
- •Presentation techniques (in-person and virtual)
- •Using storytelling in sales
Practical Exercises:
- ✓Sales Pitch Framework creation
- ✓Value Proposition Canvas development
- ✓Scenario: Present a tailored pitch to an enterprise client
Handling Objections and Closing Deals
Module - 4
Topics Covered:
- •Understanding common objections (price, timing, competition)
- •The 4R Model: Reframe, Reconfirm, Respond, Reclose
- •Closing techniques (Assumptive, Summary, Alternative Close)
- •Negotiation basics and maintaining win-win outcomes
Practical Exercises:
- ✓Objection Handling Log creation
- ✓Closing Strategy Checklist development
- ✓Live objection-handling drill and mock closing session
Follow-up, Retention, and Account Management
Module - 5
Topics Covered:
- •Post-sale customer follow-up strategies
- •Building long-term customer loyalty
- •Upselling and cross-selling strategies
- •Account review and expansion planning
Practical Exercises:
- ✓Account Management Plan Template creation
- ✓Customer Follow-up Schedule setup
- ✓Client Satisfaction Survey development
- ✓Scenario: Develop a 3-month account plan for a key customer
Sales Metrics, CRM, and Continuous Improvement
Module - 6
Topics Covered:
- •Sales funnel stages and KPIs
- •Using CRM (e.g., Salesforce, HubSpot) to manage deals
- •Analyzing sales data for performance improvement
- •Personal sales development plan
Practical Exercises:
- ✓Create a monthly sales dashboard using sample CRM data
What You Gain
Who Should Attend
Sales Representatives
Business Development Executives
Account Managers
Sales Managers
Entrepreneurs
120,000
Duration:3 Days
Format:
Next Date:
Location:
Industry-recognized certification
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