(Certified Business Professional in Sales)

The Goals

• Provide participants with a comprehensive understanding of the modern sales process, its elements, and various stages.

• Enable participants to develop effective prospecting strategies and evaluate sales opportunities.

• Teach participants the skills of successful first contact, building trust and professional rapport with customers.

• Develop participants' abilities to design and deliver compelling sales presentations that meet customer needs and address buying motives.

• Prepare participants to successfully pass the IBTA-certified CBP-S examination.

• Enable participants to master the art of closing deals and managing post-sale services to build long-term relationships.

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Target Auidence

• Sales and reception employees, and individuals looking to change their career and enter the sales field.

• Managers, supervisors, and sales and marketing specialists who want to develop their teams' skills.

• Entrepreneurs and business owners who need sales skills to grow their businesses.

• New graduates seeking to build a strong career path in sales.

• Anyone with passion and interest in sales, regardless of their university major.

• Experienced sales professionals seeking an internationally recognized certification to advance their careers.

The Features

• Prestigious International Accreditation: Certified by the International Business Training Association (IBTA), recognized in over 100 countries.

• Hadaf Fund Recognized: The program fees are fully refundable by the Human Resources Development Fund "Hadaf," making it an ideal investment for private sector employees.

• Intensive and Practical Training: 15 intensive training hours (5 days) combining hands-on exercises, real-world case studies, and sales scenario simulations.

• Comprehensive Methodology: Covers the complete sales cycle from prospecting to closing and follow-up.

• Flexible Learning: Remote live online training with full interaction with the trainer, allowing participants to learn from anywhere.

• Enhanced Career Opportunities: The certification increases employment and promotion opportunities and leads to higher salaries.

Topics

The CBP-S certification is based on eight main knowledge domains accredited by IBTA, forming the core exam areas:

1. Introduction to Selling

• Definition of selling, its foundations, and different methods

• Effective sales strategies and tactics

• Utilizing product knowledge and maintaining a positive sales attitude

2. Prospecting Success

• Identifying prospects and evaluating prospecting strategies

• Developing customer profiles and assessing lead channels

• Understanding decision-making authority in potential leads

3. First Contact Success

• Building rapport and trust with prospects

• Applying attention-grabbing techniques during first interaction

4. Qualification Success Strategies

• Understanding qualification requirements for prospects

• Using discovery questioning styles

• Effective listening to gauge prospect interest

5. Presentation Success Strategies

• Delivering compelling sales presentations

• Understanding product features and benefits

• Tailoring presentations to specific prospects

• Addressing buyer motives and providing proof of success

6. Successful Objection Resolution

• Handling buyer objections

• Uncovering hidden concerns

• Creating solutions that reduce potential conflicts during the sales process

7. Successful Closing Strategies

• Recognizing buying signals

• Overcoming barriers to closing

• Strategies for finalizing sales and handling prospects who say "no"

8. Wrap-Up and Follow-Up Strategies

• Completing the sale and generating referrals

• Effective follow-up leading to repeat sales and long-term client relationships

Sub-topics include:

• Persuasion and influence skills

• Sales time management

• Professional ethics in sales

• After-sales service and Customer Relationship Management (CRM)

Learning outcomes

• Successfully pass the CBP-S certification exam, which measures sales and customer relationship management skills.

• Understand the elements and stages of the sales process and different sales methods.

• Ability to develop a strategy for successful first contact with potential customers.

• Ability to assess customer needs and deliver compelling presentations for a product or service.

• Ability to handle all forms of objections and obstacles that may face the sales process.

• Ability to close deals professionally, gradually, and convincingly.

• Ability to create practical mechanisms for following up with customers in after-sales service.

• Master presentation and persuasion skills and reflect the behavior of a successful salesperson.

Requirements And Conditions

1. No prior experience required: The course is open to everyone, whether you are a complete beginner in sales or an experienced professional, with no prior professional background needed .

2. Educational qualification: A high school diploma is preferred as a minimum, with university and college graduates from all disciplines particularly welcome .

3. Recommended basic skills: Willingness to learn and develop oneself, basic communication skills (reading and writing), and interest in sales and customer service .

4. Training commitment: Commitment to attend all training hours (15 hours over 5 days) and active participation in practical exercises and case studies .

5. Fee reimbursement requirements (for Saudi private sector employees): The trainee must be a Saudi national employed in a private facility registered with the "Hadaf" fund, along with passing the exam and obtaining the professional certification .

FAQs