Certified Business Professional in Sales - Online 25 January 2026
: 68Introduction:
The Certified Business Professional in Sales (CBP™) certification aims to equip sales professionals and business leaders with the essential knowledge and advanced skills required to succeed in the field of sales. This program is vital for sales and marketing professionals seeking to enhance their capabilities and achieve exceptional sales results, including mastering modern selling techniques and analyzing customer behavior.
The program goes beyond foundational concepts by providing practical tools for implementing successful sales strategies, from prospecting and lead generation through deal closing and effective follow-up. It also emphasizes performance measurement and results optimization using key performance indicators (KPIs). Whether you are an aspiring sales representative, an experienced sales manager, or an entrepreneur, the CBP™ certification will enable you to advance your career and refine your practical skills by equipping you with specialized knowledge and effective techniques to lead sales operations with confidence and success.
Course Objectives:
The Certified Business Professional in Sales (CBP™) certification covers four core areas:
1. Mastering the Complete Sales Cycle
- Understanding the fundamental stages of the sales process, from prospecting to follow-up.
- Learning how to convert prospects into successful deals.
2. Developing Strategic Sales Skills
- Acquiring advanced presentation and customer persuasion techniques.
- Learning effective methods to handle customer objections and turn them into sales opportunities.
3. Enhancing Relationship-Building Capabilities
- Developing communication skills to build long-term trust with customers.
- Understanding customer psychology and anticipating needs to achieve repeat sales.
4. Performance Measurement and Results Optimization
- Learning criteria for evaluating the success of sales operations.
- Gaining analytical tools to refine strategies and increase closing rates.
Scientific Themes:
Unit One: Introduction to Sales
- Definition of sales
- Sales organizations
- Sales methods
- The sales process – strategies and tactics
- Stages of the sales cycle
- Product knowledge
- Developing a positive sales mindset
- Who we are
Unit Two: Prospecting Strategies for Success
- Who is the prospect
- Prospecting and lead generation
- Customer profile
- Channel evaluations
- Benefits of networking
- Decision-making authorities
Unit Three: First Contact Success Strategies
- Initial contact
- Strategies for building communication and establishing trust
- The four steps of first contact
- Gaining attention
Unit Four: Qualification Success Strategies
- The qualification stage
- Qualification requirements
- Qualification steps
- Questioning strategies
- Active listening
Unit Five: Presentation Success Strategies
- The presentation stage
- Product features and benefits
- Delivering a customized presentation for the prospect
- Buying motives
- Strategies for achieving success
- Feedback
- Keys to a powerful presentation
Unit Six: Objection-Handling Success Strategies
- Handling objections
- Customer objections
- Objection-handling strategies
- Creating responses to objections that reduce resistance
- Identifying hidden objections
Unit Seven: Deal-Closing Success Strategies
- The closing stage
- The fear barrier
- Recognizing buying signals
- Sales closing strategies
- What to do if the prospect says “no”
- What to do when a sale is lost
Unit Eight: Closing and Follow-Up Strategies
- Closing and follow-up
- Completing the sales process
- Referrals
- Follow-up and repeat sales
- Strategies that create recurring sales
- The future of sales
