Sales Excellence: The Professional Mastery (CSP) Framework

Sales Excellence: The Professional Mastery (CSP) Framework

Location

MST 1007

Duration

Online / In-class

5 Days

Contact with our Team

Sector:

Tourism & Hospitality

Technical Focus Area:

Sustainable & Community-Based Tourism Development

About the Course

In today’s complex and fast-changing business environment, sales professionals must go far beyond product knowledge and price negotiation. They must understand their customers’ business context, provide insights, and become long-term partners who help clients achieve their goals. This CSP Certification course offers a structured pathway to mastering the art and science of professional selling. Participants will explore how to integrate consultative and value-added selling techniques, manage the entire sales cycle, and synchronize their selling activities with the customer’s buying process.

The course carefully links mindset, behavior, and technique. Participants will learn how personal organization, time management, appearance, and attitude influence sales outcomes, and how structured approaches such as the BAT formula (Behavior, Attitude, Techniques), the ASAP formula (Art, Science, Agility, Performance), and the 7-step sales process can dramatically improve consistency and results. They will also practice handling objections across key factors—need, features, company, price, time, and competition—while applying proven closing techniques.

Equally important, the CSP program emphasizes building long-term customer relationships, not just short-term transactions. Using models such as the RAIN framework (Rapport, Aspirations, Impact, Need analysis), participants will strengthen their communication and probing skills. The course also explores service philosophy, customer value management, customer attrition, and adapting to different buyer types and personalities. By the end, participants will be ready to apply CSP-level competencies in partnering, insight, solution design, and personal effectiveness to their daily sales activities.

Learning Milestones

By the end of this course, participants will be able to:
- Integrate consultative and value-added selling principles into their professional sales practices.
- Understand the process and psychology of the sales cycle from first contact to follow-up.
- Synchronize their selling cycle with the customer’s buying cycle to improve win rates and satisfaction.
- Manage and enhance the value of their customers as long-term business assets.
- Identify the professional selling behaviors and skills needed to maximize personal and team performance.
- Develop personal habits and self-organization techniques that optimize selling effectiveness and productivity.
- Apply each step of a structured sales process and recognize the purpose and outcome of each step.
- Analyze and apply the principles of successful negotiation and objection handling in different sales situations.
- Recognize and use the basics of customer relationship management (CRM) to influence outcomes and build loyalty.

Professional Audience

- Sales staff and field sales representatives seeking professional certification and skill enhancement
- Marketing staff who interact directly with customers or support the sales function
- Key account managers and business development professionals responsible for strategic clients
- Customer service and support staff who regularly “sell” ideas, solutions, and options to customers
- Professionals, technical experts, and entrepreneurs who need to sell a product, service, or idea to others

Modular Syllabus

The Changing Business Environment and Role of the Sales Professional

- Turbulent times for companies and implications for modern sales roles
- Evolution of personal selling: from transactional to consultative and value-based
- Are we selling something or helping the customer buy? Shifting to a customer-centric mindset
- The multi-faceted role of today’s sales professional: advisor, negotiator, partner, and problem solver
- Personal selling profile: assessing strengths and development areas
- Overview of CSP competencies: Partnering, Insight, Solution, and Effectiveness
- Linking CSP certification requirements to real-world performance standards
- Activity/workshop: Self-assessment and reflection on current sales style vs. CSP expectations

Preparation, Self-Organization, and the Psychology of Selling

- Personal management and self-discipline as foundations for sales success
- The impact of professional appearance and first impressions on credibility
- Time management for salespeople: prioritizing high-value activities and accounts
- Understanding the psychology of selling and buyer motivation
- Developing a strategy for sales success using the BAT formula (Behavior, Attitude, Techniques)
- Setting personal sales goals and aligning them with organizational targets
- Building pre-call plans and structuring your day for maximum impact
- Exercise: Creating a personal effectiveness plan using BAT and time management tools

The Sales Meeting, 7-Step Process, and Handling Objections

- Functions and objectives of the sales presentation and meeting
- Professional presentation skills and building confidence in front of customers
- The ASAP formula (Art, Science, Agility, Performance) in professional selling
- The 7-step sales process: from prospecting to follow-up and relationship maintenance
- Overcoming objections: understanding the 6 major objection factors (Need, Features, Company, Price, Time, Competition)
- Techniques to reframe objections into opportunities for clarification and value-building
- Closing techniques and choosing the right close for different situations
- Case-based practice: Conducting a full sales meeting using the 7-step process and handling objections

Creating Rapport, Communication Excellence, and Questioning Skills

- Purpose and power of communication in the sales relationship
- Elements of effective communication: verbal, non-verbal, and paraverbal cues
- Building rapport quickly and authentically with different customer personalities
- Questioning and probing skills: moving from superficial to strategic questions
- The RAIN model (Rapport, Aspirations, Impact, Need analysis) and its application in sales conversations
- Active listening techniques to uncover explicit and hidden needs
- Tailoring messages and solutions based on customer aspirations and business context
- Group activity: Role-play using RAIN to structure a discovery and needs-analysis conversation

Managing Customer Relationships, Value, and Long-Term Success

- Service beliefs and philosophy: adopting a service-first mindset in sales
- Essential attributes of a positive attitude and resilience in the face of rejection
- Valuing your customer: understanding and managing customer value over time
- Causes of customer attrition and strategies to prevent churn
- Basics of customer relationship management (CRM) and using CRM tools effectively
- Responding to different buyers and personalities with adaptive communication styles
- Integrating CSP competencies: Partnering, Insight, Solution, and Effectiveness into daily practice
- Capstone: Developing a personal CSP action plan for ongoing relationship management and sales growth

Course Dates & Prices

Location	Starting Date	Price
Dubai (UAE)	29/12/2025	2999 $
Online	05/01/2026	2299 $
Online	05/01/2026	2299 $
Dubai (UAE)	12/01/2026	2749 $
Dubai (UAE)	12/01/2026	2999$
Cairo (Egypt)	19/01/2026	2749 $
Online	19/01/2026	2299 $
Online	26/01/2026	2299 $
Muscat (Oman)	29/01/2026	2999 $
Dubai (UAE)	02/02/2026	2999 $
Muscat (Oman)	16/02/2026	2999 $
Online	16/02/2026	2299 $
Online	23/02/2026	2299 $
Dubai (UAE)	23/02/2026	2999 $
Online	02/03/2026	2299 $
Online	09/03/2026	2299 $
London (UK)	09/03/2026	3499 $
Dubai (UAE)	09/03/2026	2999$
Online	16/03/2026	2299 $
Istanbul (Turkey)	16/03/2026	2999 $
Dubai (UAE)	16/03/2026	2999 $
Online	23/03/2026	2299 $
Kuala Lumpur (Malaysia)	23/03/2026	4099$
Doha (Qatar)	23/03/2026	2999 $
Kuala Lumpur (Malaysia)	30/03/2026	4199$
Online	30/03/2026	2299 $
Dubai (UAE)	06/04/2026	2999$
Istanbul	06/04/2026	2749 $
Online	06/04/2026	2299 $
Dubai (UAE)	13/04/2026	2999$
Cairo (Egypt)	13/04/2026	2749 $
Online	20/04/2026	2299 $
Dubai (UAE)	27/04/2026	2999$
Online	27/04/2026	2299 $
London (UK)	27/04/2026	3499 $
Istanbul (Turkey)	04/05/2026	2749 $
Dubai (UAE)	04/05/2026	2999$
Kuala Lumpur (Malaysia)	11/05/2026	4099$
Online	11/05/2026	2299 $
Doha (Qatar)	11/05/2026	2999 $

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