Certified Sales Professional (CSP)
Certified Sales Professional (CSP)
Date and Time
Date: Sep 22-26, 2025, 8:30 AM – 5:00 PM
Venue
Mombasa,Kenya
Overview
The Certified Sales Professional (CSP) certification is a comprehensive and practical program designed to equip sales professionals with the critical skills, tools, and strategies needed to excel in today’s competitive and dynamic sales environment. This program covers the full spectrum of the sales process — from prospecting and relationship-building to closing and post-sale engagement — with a strong emphasis on ethical, customer-centric, and value-based selling.
Learning Objectives
By the end of the CSP certification, participants will:
• Understand and implement structured sales processes.
• Develop powerful prospecting and lead generation strategies.
• Build lasting relationships through consultative and solution selling.
• Master negotiation, objection handling, and closing techniques.
• Apply digital tools and CRM systems to enhance performance.
• Align personal sales goals with organizational targets.
• Continuously adapt to customer needs and market changes.
Who Should Attend
- • Entry-level and aspiring Sales Representatives
- • Business Development Officers
- • Account Executives and Field Sales Agents
- • Customer Relationship Officers
- • Retail and FMCG Sales Teams
- • Professionals transitioning into a sales career
- • Entrepreneurs managing their own sales functions
Workshop Outline / Modules
Module 1: Introduction to Professional Selling
• The evolving role of the sales professional
• Myths and truths about sales
• Understanding buyer psychology
Module 2: Sales as a Process
• Stages of the sales cycle
• Selling models (AIDA, SPIN, BANT, Challenger, etc.)
• Pipeline vs. funnel management
Module 3: Prospecting and Lead Generation
• Identifying ideal customer profiles
• Prospecting techniques (cold calling, networking, referrals)
• Qualifying leads
Module 4: Customer Needs Assessment
• Asking the right questions
• Active listening techniques
• Discovering pain points and motivations
Module 5: Building Rapport and Trust
• First impressions and professionalism
• Matching and mirroring
• Building long-term credibility
Module 6: Solution Selling Techniques
• Moving from product to value
• Customizing your pitch
• Demonstrating ROI and benefits
Module 7: Crafting the Sales Pitch
• Building a compelling message
• Storytelling in sales
• Tailoring pitches by industry/client type
Module 8: Objection Handling Skills
• Types of objections and causes
• Reframing objections
• Objection-handling models
Module 9: Closing Techniques
• Recognizing buying signals
• Trial closes and assumptive closes
• Asking for the sale confidently
Module 10: Post-Sale Relationship Management
• Onboarding new clients
• After-sales support
• Turning customers into advocates
Module 11: Time and Territory Management
• Planning and scheduling your day
• Segmenting and managing sales territories
• Route planning tools
Module 12: Key Performance Metrics in Sales
• Sales KPIs and benchmarks
• Tracking performance and reporting
• Understanding conversion rates and pipeline health
Module 13: CRM Systems and Digital Selling Tools
• Introduction to CRMs (HubSpot, Salesforce, etc.)
• Managing contacts and follow-ups
• Automation and sales enablement tools
Module 14: Personal Branding for Sales Professionals
• Building a professional online presence
• LinkedIn for sales prospecting
• Managing your reputation
Module 15: Consultative and Strategic Selling
• Becoming a trusted advisor
• Mapping customer journeys
• Co-creating solutions with clients
Module 16: Emotional Intelligence in Sales
• Self-awareness and regulation
• Empathy and customer orientation
• Navigating tough conversations
Module 17: Negotiation Mastery
• The principles of win-win negotiation
• Handling high-value or complex deals
• Price and value discussions
Module 18: Selling in a Competitive Market
• Differentiating your offer
• Competitive analysis
• Responding to competitor pressure
Module 19: Ethics and Integrity in Sales
• Professional and legal responsibilities
• Avoiding manipulation and misrepresentation
• Building a reputation for fairness
Module 20: Final Assessment and Capstone Simulation
• Real-world sales scenario simulation
• Role play and evaluation
• Certification exam and feedback session
Facilitator
Global Leadership Institute Certified Trainers
Investment / Fees
- Standard Fee: KSh 109,000 per participant
- Group Discount:(3+ participants)- 10% off the standard fee
- Includes training materials, lunch, tea/coffee breaks, and certificate.
Registration Deadline
Sep 20,2025
How to Register
- Register here: www.leadership.co.ke/register/ or click “Register/Apply to Attend”.
- Then, payment details will be shown/visible & automatically emailed to you.
- Once payment is received, you’ll get a confirmation & pre-read pack 1 week before the workshop.
- Need help? Call +254 722 223 084 or +254 20 260 3433 or +254 722 517 646(9 AM–5 PM EAT).
