CPSC™ DESIGNATION AND EXAM PREP COURSE

Who Should Attend This Course?

• Professionals who want to differentiate themselves in the marketplace
• A minimum of two years of sales experience is recommended.

Available Course Format

• Instructor-led virtual program delivered over 20 weeks
• Complete the 20 Week Professional Selling Reinvented Program (Pre-requisite to challenge the Exam)
• Complete a 90-minute closed-book, proctored written examination
• Complete a 45-minute oral examination (long form answer) Interview style
• Complete a 45-minute role play exercise

In addition to passing the 3-part examination the candidates will need to sign and agree to abide by a strict code-of-ethics, and will also need to be a member of the IPA in good standing. To maintain this professional designation, there is a annual requirement for the designation holder to achieve 20 hours of continuing education (CE) credits.

IMPORTANT: Before the course begins, participants are required to complete the pre-work self-study

Learning Outcomes

• Understand the principles of Consultative Selling
• Identify and develop the skill sets and mind sets necessary for sales success
• Develop stress relief techniques to maintain optimism
• Spend more time making effective sales calls
• Develop a professional standard of performance
• Learn strategies to optimize the time you spend managing territories and accounts
• Maintain and manage an effective prospecting funnel
• Overcome client objections and direct the outcome of a negotiation
• Understand different personalities and how to better influence them.
• There will also be a short test during each class to measure retention

Course Content & Layout

Module #1 – The History and Future of Professional Selling

• Understanding the History of Professional Selling
• Predicting the future of Professional Selling
• Recognizing the Importance of lifelong learning and professional development
• Developing a Personal Brand
• Defining Consultative Selling
• Case Study – Review of Disruption

Module #2 – Framework for Success in Sales – Sales DNA

• Domain Expertise
• Understanding the Importance of Strategically Growing Your Network
• The Attributes of a Successful Sales Professional
  • Skill sets of a Successful Sales Professional
  • Mindset of a Successful Sales Professional
  • Characteristics of a Successful Sales Professional

Module #3 – Effective Communication

• The Theory of Communication Styles and Understanding Communication Style Bias
• Conducting a Communication Styles Assessment
• Using Communication Styles to Communicate More Effectively
• Identifying methodologies for Selling and Marketing with Style
• Understanding and Managing the Different Types of Communication (written, non-verbal)

Module #4 – Compliance Theory

• Understanding Compliance Theory
• Application of Compliance Theory to Real Sales Situations

Module #5 – Ethics

• Understanding the Importance of Ethics in Business
• Ethical Decision Making
• Ethical Dilemmas – What to do?

Module #6 – Self Awareness

• Time Management Improvement
• Implementing Proven Time Management Techniques
• Stress and Attitude Management
• Time Chart / Work-Life Balance Exercise

Module #7 – Business Acumen

• Understanding Typical Organizational Structures and Planning Processes
• Revenue vs Profit
• Profit Realization
• Example Account Statement and Profit Delivery Exercise
• Margin vs Mark-Up
• Measuring What Your Time is Worth (Various Methodologies)
• Return-On-Time-Invested

Module #8 – Sales Planning Reinvented

• Understanding the SMART model for developing goals
• Developing Key Account Plans and Territory Plans with Feedback Loop
• Establishing criteria for an in-depth Competitive Analysis of your Territory and Key Accounts
• Applying SWOT to Key Account Planning Process and Key Sales Pursuits
• Using SWOT to Identify Key Differentiators (UVP)
• Setting Profitable Goals, conducting a Competitive SWOT Analysis, and Calculating Return on Time Invested (ROTI)
• Mastering key steps to Building Key Points of Unique Differentiation

Module #9 – Prospecting and Lead Generation

• Developing Effective Prospecting Techniques to Secure Business
• Learning to Move and Track Opportunities through the Sales Funnel
• Learning how to Measure and Manage Your Sales Funnel
• In-Bound and Out-Bound Marketing for Lead Generation
• Warm Call vs Cold Calling
• Sales Technology Stack
• Social Selling

Module #10 – Consultative Selling Reinvented

• Application of Consultative Selling Principles to Your Role
• The Consultative Selling Process
• Consultative Selling Case Study
• Utilization of Objection Handling Techniques
• Developing Closing Techniques
• Return on Investment (ROI) Cost of Inaction (COI)

Module #11 – Presentations Reinvented

• Understanding the Importance of Presentation Format and Style
• Presentation Preparedness
• Presentation Delivery Tips

Module #12 – Negotiation Reinvented

• Understanding the different types of Negotiation
• Negotiation Strategy and Planning
• Principles for Effective Negotiation

Exam Preparation – 8 Week Practical Assessment

• Mock Roleplay and Case Study Preparation
• Mock Oral Exam Practice
• Mock Oral Interview Practice