This course on the key
ingredients
of successful sales people is an integral part of the Skills for Sales
Success
Series, produced by the Canadian Professional Sales Association.
Successful
completion of this series, available both on-line and in a paper-based
format
can lead to designation as a Certified Sales Professional.
The skills needed to become a successful sales professional range
from such
things as attitude and ego-drive through to listening skills. At the
foundation
is the proper attitude needed to develop the other skills.
This course will help take the participants through the important
things to
remember about attitude and how it can affect both their lives and their
work.
The course also examines the difference between “being a victim” and
“becoming
an agent” in your own success, and how to achieve the latter. Finally,
the
course spends some time on the most common challenges to salespeople,
including
managing stress.
Learning outcomes
Key attitudes and skills needed to become a successful sales
professional
How to meet the changing customer expectations
Understanding the difference between empathy and focus
How to create a balance between empathy and focus
The skills needed to develop a successful sales attitude
The role and use of “self talk”
Taking responsibility for your situation—agent and victim
behavior
Identifying and managing stress
CPSA would also like to acknowledge that the Skills For Sales Success
online
learning project is made possible, in part, through funding by Human
Resources
Development Canada.
Syllabus
Introduction
The Roles of Empathy and Focus
Listening Skills
Attitude
Optimism
Ego-Drive
Managing Your Emotions
Managing Stress
Instructor: Barry LaValley
Barry LaValley, CSP, is President of LaValley Communications, a
sales
training, relationship management, and communications consulting firm
based on
the West Coast. Mr. LaValley has over 20 years experience as a sales
professional and conducts sales training in both Canada and the United
States.
Mr. LaValley is an active speaker, writer and educator in the areas
of
practice management and selling skills across Canada. He takes a unique
approach
to both topics and bases his education on understanding how the client
perceives
the sales process and how that affects how a sales practice is managed.
In
addition, he speaks and writes regularly on retirement lifestyle issues.
Mr. LaValley has been called “one of the best communicators in the
Canadian
Financial Services industry” by noted industry commentator Dan Richards,
of
Marketing Solutions. He has a solid reputation as a common sense, down
to earth
speaker on the topics he covers.
