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SALES TRAINING FOR

YOUNG PROFESSIONALS

SALES TRAINING COURSES

INTRODUCTION TO SALES AS A
VALUABLE SKILLS SET/REWARDING CAREER
2
HOURS
CPSA "PROFESSIONAL SELLING: SKILLS FOR SALES SUCCESS" (offered through the Canadian Professional Sales Association)

This unique sales program is offered in partnership with the Canadian Professional Sales Association (CPSA).  Participation and completion of this course further allows any student to pursue the CPSA's nationally-recognized "Certified Sales Professional" (CSP) designation. 

 

Become your customers' business partner.

 

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; 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.

 

Learn about lead generation and sales prospecting, keys to sales success and enhanced sales processes, consultative investigation, negotiation, objection handling, and more through intensive course work (both pre-work and self-study), in-class testing, toolkits... and more!

 

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.

 

Who Should Attend?

This course will be of interest to students who would like to improve their tactical, strategic and self-management skills required to succeed in a sales environment or, if not thinking about a direct-sales career, would like to ensure a sales competency and tangible skills set.  Students intending to pursue a direct-sales career, or profession that incorporate some kind of sales element, might wish after completing the Professional Selling: Skills for Sales Success course to pursue the Certified Sales Professional (CSP) designation offered by the Canadian Professional Sales Assciation.

 

Key Course Benefits

  • Identify the challenges facing sales professionals and acquire the selling skills required to meet those challenges

  • Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology

  • Understand, learn and manage your personal qualities to positively influence your sales and personal success

  • Implement a five-step closed-loop system to effectively manage your time and reach your goals; learn professional tips for supercharged goal setting

  • Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment

  • Produce tangible returns by enhancing your professional sales skill level and expertise in retaining customers and expanding business opportunities

  • Develop and maintain a professional standard of service, behaviour, and conduct in all areas of your work

Who Should Attend?

This course will be of interest to students who would like to improve their tactical, strategic and self-management skills required to succeed in a sales environment or, if not thinking about a direct-sales career, would like to ensure a sales competency and tangible skills set.  Students intending to pursue a direct-sales career, or profession that incorporate some kind of sales element, might wish after completing the Professional Selling: Skills for Sales Success course to pursue the Certified Sales Professional (CSP) designation offered by the Canadian Professional Sales Assciation.

 

Course Content (25 hours)

 

  • Understanding and Managing Yourself: Personality traits for Sales Success

  • Recognizing that personality styles impact outcomes - shape your style

  • Learning the four traits for sales effectiveness

  • Managing your attitude: key to high performance selling

  • Implementing a closed-loop system to effectively manage your time

  • 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

  • Developing stress-relief strategies

  • Business Creation - Strategic Territory Planning

  • Developing a superior goal-orientation attitude.

  • The S.M.A.R.T. model for developing goals

  • 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: steps to effective new business creation and five critical prospecting rules

  • 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: styles, components, and identification with your audience

  • Managing client meetings: principles of face-to-face selling, keys to rapport building, questioning, benefit selling, objection handling, and closing

  • Keeping Customers, Building and Managing your Business

  • Mastering key steps to effective account/territory planning and management to build long-term relationships with your customers

  • Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans

  • Setting profitable goals, conducting a competitive analysis, and calculating sales

  • Returns on Time Investment (R.O.T.I.)

  • Creating an effective customer care program 

 

 

25
HOURS

Is 'Sales' really the monster under the career or job bed?

 

Sales is everywhere and “selling” (services or products) is, by definition, the core function of any growing business. As such, when embarking on his/her chosen profession or trade, a student possessing a minimum skill set in sales philosophies and techniques will prove to be an invaluable asset to any employer. Yet, for many graduating students there is a feeling that sales will not apply to their chosen profession, especially if not directly related to commerce.  Many students also feel a certain real stigma, and sometimes irrational fear about being a salesperson, with all its images of glossy smiles, bad suits, slick pitches, exaggerated promises, “cold calling”, and even traditional door-to-door product solicitation.  

 

But today’s sales is about client-focused, integrity-aligned principles and strategies.  It moves away from a “sleazy” endeavor of trying to pull a fast one over a would-be client, to instead to a more empowering, empathic, curious and open sharing of your talents and services - in a way that creates a win/win relationship for all involved. Sales training, practice, and experience are learned skills that will serve any young person for life. 

 

In this introductory seminar/workshop, learn about "sales" as a valuable skills set for any non-direct sales role and as a rewarding career in a sales-related sales career related profession.

 

This course also covers the basics of connecting with prospective clients, making convincing presentations, understanding and maximizing the sales cycle, measuring sales abilities, and practicing sales skills in role-playing scenarios.

Who Should Attend?

This course will be of interest to any university/college or high school student who would like to understand sales with a direct-sales professional role, or as an employment-related skill set within an non-direct sales career.

 

Topics include:

 

  • Becoming acclimated to selling

  • Understanding common sales terminology

  • Honing communication skills

  • Conveying passion and thoughts

  • Listening actively

  • Winning the confidence of others

  • Asking for referrals

  • Making cold calls

  • Setting realistic sales targets and achieving them

  • Keeping good sales records

  • Learning about the Canadian Professional Sales Association as a national membership for sales professionals, and its nationally recognized "Certified Sales Professional" designation.

 

This unique introductory sales program is offered in partnership with the Canadian Professional Sales Association (CPSA).  

CPSA "COMMUNICATING FOR SUCCESS" 
(offered through the Canadian Professional Sales Association)

This unique sales program is offered in partnership with the Canadian Professional Sales Association (CPSA). 

 

Adapt Your Selling Style to Maximize Sales Results.

 

The ability to communicate skillfully is perhaps the most important ingredient for success in today's workplace. Powerful communication skills can propel you along your path to career success. Use questioning and active listening skills to assess and identify your customer's communication style. 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.

 

Key Course Benefits

  • Identify and adapt your own personality style to your buyer’s to maximize sales results

  • Develop your ability to confidently use a variety of communication styles to solve problems

  • Establish rapport to gain cooperation and acceptance of ideas

  • Build trust and commitment on important values

  • Apply communication skills that empower others and stimulate high performance

  • Increase your persuasion skills through effective influencing techniques

  • Understand client's needs for better service

 

Who Should Attend

  • Students of all majors (business and non-business majors) who want communicate skillfully with their clients, prospects, and colleagues by adapting to different personalities, communication styles, and personal preferences.

 

Course Content (16 hours)

 

  • Elements of Self-Leadership

  • Identifying and understanding the values that drive you

  • Understanding Personality Styles

  • Analysis of your self-perception questionnaire

  • How your behaviour helps to establish rapport with others

  • The decision-making process

  • Knowing and adapting to personality styles when stressed and emotional

  • Risk Factors and Trust in a Business Relationship

  • Fundamentals to build trust

  • Golden Rules to encourage risk and maintain trust

  • Communication Skills

  • The power to persuade as an influencing process

  • From "No" to "Yes" – the constructive route to agreement

  • Goal Setting

  • Eight goal-setting guidelines

  • Time mapping

  • Influencing difficult clients

16
HOURS
CPSA "EFFECTIVE SALES NEGOTIATION STRATEGIES" 
(offered through the Canadian Professional Sales Association)

This unique sales program is offered in partnership with the Canadian Professional Sales Association (CPSA). 

 

Master the negotiation process to reach an optimum outcome.

 

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.

 

Key Course Benefits

  • Manage negotiations effectively using the powerful eight-step negotiation process

  • Uncover your clients' real interests and objectives to reach positive negotiation outcomes

  • Apply concessions effectively in a negotiation interaction

  • Discover powerful influencing tools that lead to highly creative solutions and benefits

  • Confidently conduct a negotiation interaction utilizing the presented tactics and strategies

  • Learn when and how to close the negotiation with a signed agreement

Who Should Attend?

Students interested in sales negotiation, or whose intended profession may include elements of the sales negotiation process.

 

Course Content (16 hours)

 

  • Your Current Negotiation Issues and Challenges

  • Principles of Effective Negotiation

  • The negotiation style most compatible with consultative selling

  • Applying the concept of re-framing

  • How to determine the real interests of your client

  • Building lasting and beneficial relationships with your client

  • Influential Negotiating Strategy

  • Managing negotiations using the eight-step negotiation process

  • Exploring the elements of pre-negotiation planning process

  • Using compliance principles and influential negotiation tools

  • Learning to build an atmosphere of cooperation and mutual trust

  • Discovering keys to applying gambits and concessions

  • Negotiation Interaction

  • Tips for successful negotiation interactions

  • Conducting a mock negotiation session 

16
HOURS

Be A Member: Learn more about

 The Canadian Professional Sales Association (CPSA)

The Canadian Professional Sales Association, or “CPSA”, was established in 1874 with a vision that the Sales Profession be recognized and respected for the critical role it plays in business development, revenue generation and customer satisfaction.  Through its creation of the CPSA Institute in 1994, the organization is dedicated to maintaining progressive competency standards for sales professionals.  Its is primarily active in Eastern Canada, though expanding it reach nationally, and attracts individuals involved in sales who are committed to sharing an “ethical” sales mission and learning effective sales techniques.  The CPSA also provides training for all sales levels and all roles, with training formats that include public seminar training, customized programs, performance consulting and online learning.  It is the only organization too, in Canada, to offer the “Certified Sales Professional” (“CSP”) designation.

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