Certified Sales Professional (CSP)
Graduate able to manage a structured pipeline, forecast revenue with reasonable accuracy, and lead a complex multi-stakeholder deal to close.
- Duration
- 32 ساعة
- Curriculum
- 8 module
- Level
- Beginner
- Program Code
- CSP
Who Is This Program For?
- Sales representatives moving from intuition-led selling to a repeatable method.
- Sales managers building a unified process for their teams.
- Business owners who sell directly and want to systematise it.
Curriculum
8 module · 78 hour1 Consultative Selling Foundations 8 hour
Product selling versus solution selling, and why the former fails with professional buyers. The buying cycle from the customer's perspective, and the seller's role at each stage.
2 Pipeline Building and Qualification 10 hour
Lead sources and their quality, qualification criteria that stop time being wasted on dead opportunities, and calculating the pipeline coverage needed to hit a revenue target.
3 Discovery and Needs Diagnosis 12 hour
Running discovery through questions rather than pitching. Question types that surface business pain and its cost, and converting discovered needs into decision criteria.
4 Mapping the Buying Committee 10 hour
Handling multi-stakeholder deals: decision-maker, influencer, blocker, and budget holder. Building an internal champion and reaching the economic buyer without alienating your contact.
5 Presenting and Proposing 10 hour
Building a proposal that addresses discovered decision criteria rather than product specifications, and tying the solution to financial impact in the customer's own numbers.
6 Objections and Negotiation 12 hour
Classifying objections: doubt, priority, or genuine price. Handling price pressure without reflexive discounting, trading concessions to protect margin, and knowing when to walk away.
7 Closing and Account Growth 8 hour
Closing as the outcome of a sound process rather than a verbal trick. Post-signature management, cross-sell and upsell within existing accounts, and turning satisfied customers into referral sources.
8 Sales Metrics and Forecasting 8 hour
Real sales metrics: stage conversion rates, average deal size, and cycle length. Building a revenue forecast grounded in pipeline data rather than optimism.
Learning Outcomes
- Build and maintain a qualified pipeline.
- Run a discovery conversation that surfaces real business pain.
- Map decision-makers and influencers in a complex account.
- Handle objections without discounting reflexively.
- Negotiate on value rather than price.
- Forecast revenue from pipeline data.
About the programme
Prerequisites
لا يُشترط أي خبرة سابقة بالمبيعات. مناسب للعاملين الجدد في المبيعات وأصحاب المشاريع الصغيرة الذين يبيعون منتجاتهم بأنفسهم.
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Certified Sales Professional (CSP)
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