Effective Selling Skills
Sell consultatively and close more business. Participants build a sales mindset, map the buying cycle, qualify prospects, plan calls, articulate value propositions, use SPIN questioning, handle objections and close.
At a glance
- 3 days
Who it's for
- Sales representatives
- Sales staff moving to a consultative, team- based sales model
Learning objectives
- Build a sales mindset committed to targets
- Apply the consultative sales approach and map the buying cycle
- Qualify prospects and plan sales calls
- Articulate value propositions; question and listen for discovery (SPIN)
- Handle objections and close
- Adapt to customer communication styles and nurture relationships
Detailed content
- Traits of top salespeople
- Roles & consultative selling
- Sales mindset
- Customer buying cycle
- Defining customer value
- Classifying customers
- Creating a sales funnel
- Sales call planning
- First impressions & opening
- SPIN Selling
- Challenger Selling
- Selling styles & adapting to customer styles
- Value propositions
- Handling objections
- Closing techniques
- Follow-up & nurturing
Day-by-day agenda
A typical schedule. In-company versions are tailored to your processes, data and timing.
- The Sales Professional
- Customers & Value
- Sales Process
- Selling Techniques
- Closing
- Case study, action plans and course assessment
Practice, tools and assessment
Hands-on practice
- Negotiation and sales-call role plays with video feedback
- Prepare a real account plan or campaign brief
- Case studies from Egyptian and Gulf organizations
- Group exercises applied to participants' own work
Tools and templates you keep
- Negotiation planner (BATNA, ZOPA, concessions)
- Account plan and pipeline tracker
- Course workbook and slide handouts
- Templates and checklists used in the exercises
How learning is assessed
- Pre- and post-course knowledge check
- Assessment of practical exercises by the trainer
- Action plan reviewed at the end of the course
Built on these standards and bodies of knowledge
- Harvard Program on Negotiation principles
- CIM marketing framework
How it is delivered
- Public courses in Cairo, in-company programs and live online training
- Practical exercises, case studies and examples from your sector
- Can also run as Train & Stay in Sharm El Sheikh, Hurghada or Cairo
Part of these career paths
- Customer Experience & Sales · Practitioner
Frequently asked questions
How long is Effective Selling Skills?
The program runs 3 days. In-company versions can be adapted to your needs.
Is the course taught in Arabic or English?
Sessions are usually delivered in Arabic with English technical terms and materials. Full English delivery is available for in-company groups.
Can you run it inside our company?
Yes. In-company programs use exercises built on your own processes. Tell us the group size and preferred timing and we will send a proposal.
Will I receive a certificate?
Participants who complete the program and its assessment receive a certificate from The Excellence Center, which can be verified online.
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Get dates, fees and the full outline.
Tell us whether you are joining as an individual or planning a program for your team.