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Negotiation\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Structuring proposals and tender responses around evaluation criteria\u003C\u002Fli>\n\u003Cli>Handling objections on price, timing, risk and competition\u003C\u002Fli>\n\u003Cli>Principled negotiation: interests, options and alternatives\u003C\u002Fli>\n\u003Cli>Planning concessions and trading rather than giving\u003C\u002Fli>\n\u003Cli>Negotiating with procurement teams\u003C\u002Fli>\n\u003Cli>Cultural considerations in regional business negotiations\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Closing, Account Growth and Self-Management\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Buying signals and closing techniques that respect the buyer\u003C\u002Fli>\n\u003Cli>Securing commitment and agreeing next steps\u003C\u002Fli>\n\u003Cli>Handover, onboarding and early customer satisfaction\u003C\u002Fli>\n\u003Cli>Account planning, cross-selling and renewals\u003C\u002Fli>\n\u003Cli>Managing time, activity and pipeline metrics\u003C\u002Fli>\n\u003Cli>Personal sales development plan\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>By the end of this programme, participants will be able to:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Describe how organisational buyers make decisions and who influences them\u003C\u002Fli>\n\u003Cli>Build a prospecting plan using referrals, networking, social selling and outreach\u003C\u002Fli>\n\u003Cli>Qualify opportunities against clear criteria and remove weak deals from the pipeline\u003C\u002Fli>\n\u003Cli>Plan and conduct a discovery meeting that uncovers business needs and priorities\u003C\u002Fli>\n\u003Cli>Write a value proposition that links the offer to the customer's outcomes\u003C\u002Fli>\n\u003Cli>Prepare a proposal or tender response structured around the buyer's evaluation\u003C\u002Fli>\n\u003Cli>Handle common objections with evidence rather than discounts\u003C\u002Fli>\n\u003Cli>Plan and conduct a negotiation using interests, options and agreed concessions\u003C\u002Fli>\n\u003Cli>Recognise buying signals and secure clear commitment and next steps\u003C\u002Fli>\n\u003Cli>Manage a personal pipeline, activity plan and account development plan\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cul>\n\u003Cli>\u003Cstrong>Sales representatives and executives\u003C\u002Fstrong> in business-to-business and business-to-government sales\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Account managers\u003C\u002Fstrong> responsible for developing existing customers\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Business development staff\u003C\u002Fstrong> who identify and pursue new opportunities\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Technical and pre-sales specialists\u003C\u002Fstrong> who support the sales process\u003C\u002Fli>\n\u003Cli>\u003Cstrong>New sales team leaders\u003C\u002Fstrong> who want a consistent method to coach their teams\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>Participants should have some experience in sales or customer-facing roles. The programme suits both newer salespeople and experienced staff who have not had structured sales training. The programme is not designed as an exam preparation course for any professional certification.\u003C\u002Fp>","\u003Cul>\n\u003Cli>Organisational buying behaviour and buying-centre analysis\u003C\u002Fli>\n\u003Cli>Prospecting and opportunity qualification\u003C\u002Fli>\n\u003Cli>Consultative discovery and needs analysis\u003C\u002Fli>\n\u003Cli>Value proposition development\u003C\u002Fli>\n\u003Cli>Proposal and tender response writing\u003C\u002Fli>\n\u003Cli>Objection handling\u003C\u002Fli>\n\u003Cli>Principled sales negotiation\u003C\u002Fli>\n\u003Cli>Closing and account development\u003C\u002Fli>\n\u003Cli>Pipeline and CRM management\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>Many salespeople are hired for their energy and relationships but never taught a consistent way to find, qualify, win and grow business. This programme gives sales professionals a complete, practical sales method, from prospecting and discovery to proposals, negotiation, closing and account development, suited to both corporate and public sector buyers.\u003C\u002Fp>","\u003Cp>Sales performance in many organisations depends on a few experienced individuals. Others rely on product presentations, discounts and follow-up calls, without a clear process for qualifying opportunities or understanding how the buyer decides. Pipelines are full of deals that will never close, proposals describe features instead of outcomes, and price becomes the main discussion because value was never established.\u003C\u002Fp>\n\u003Cp>This programme gives participants one complete sales method. It moves through five stages: the modern buyer and the role of the sales professional, prospecting and qualifying, consultative discovery and value propositions, proposals and negotiation, and closing, account development and personal sales management.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Built on recognised practice.\u003C\u002Fstrong> The programme draws on widely used consultative and solution selling principles, structured qualification frameworks, buying-centre analysis for organisational purchases, principled negotiation as developed at Harvard's Program on Negotiation, and good practice in pipeline and CRM management. Participants learn how to apply these methods in their own markets rather than follow a single branded model.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Decisions this programme improves.\u003C\u002Fstrong> Which prospects deserve time and which should be dropped; what to ask before proposing; how to position value against a lower-priced competitor; what can be conceded in a negotiation and what should be traded; when to ask for commitment; and which accounts to grow.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>How it is delivered.\u003C\u002Fstrong> Twenty hours across five sessions, built around one running case: a business-to-business opportunity that participants take from first contact through discovery, proposal and negotiation to close. Role plays, call planning templates and peer feedback are used throughout.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>In-house option.\u003C\u002Fstrong> For organisations, the programme can be tailored to your own products, sales process, CRM stages and customer types, including government and tender-based sales, so that the whole team sells in a consistent way.\u003C\u002Fp>","Training Program","intermediate","mdi-comment",[315],{"id":316,"schedule_slug":317,"start_date":318,"end_date":319,"price":320,"city_id":254,"days":288,"city_name":321},707518,"sales-professional-certificate-in-istanbul","2027-08-23","2027-08-27","4500.00","Istanbul",[323,329,335,343,351,355,363,371,375],{"id":324,"schedule_slug":325,"start_date":326,"end_date":327,"price":320,"city_id":33,"days":288,"city_name":328},701258,"sales-professional-certificate-in-dubai","2027-02-22","2027-02-26","Dubai",{"id":330,"schedule_slug":331,"start_date":332,"end_date":333,"price":320,"city_id":259,"days":288,"city_name":334},703161,"sales-professional-certificate-in-kuala-lumpur","2027-04-26","2027-04-30","Kuala Lumpur",{"id":336,"schedule_slug":337,"start_date":338,"end_date":339,"price":340,"city_id":341,"days":288,"city_name":342},703810,"sales-professional-certificate-in-london","2027-05-17","2027-05-21","5900.00",4,"London",{"id":344,"schedule_slug":345,"start_date":346,"end_date":347,"price":348,"city_id":349,"days":288,"city_name":350},704205,"sales-professional-certificate-in-cairo","2027-05-30","2027-06-03","4000.00",11,"Cairo",{"id":352,"schedule_slug":325,"start_date":353,"end_date":354,"price":320,"city_id":33,"days":288,"city_name":328},704265,"2027-05-31","2027-06-04",{"id":356,"schedule_slug":357,"start_date":358,"end_date":359,"price":360,"city_id":361,"days":288,"city_name":362},705498,"sales-professional-certificate-in-live-online","2027-06-28","2027-07-02","2900.00",19,"Live Online",{"id":364,"schedule_slug":365,"start_date":366,"end_date":367,"price":368,"city_id":369,"days":288,"city_name":370},705840,"sales-professional-certificate-in-riyadh","2027-07-11","2027-07-15","5500.00",33,"Riyadh",{"id":372,"schedule_slug":337,"start_date":373,"end_date":374,"price":340,"city_id":341,"days":288,"city_name":342},706779,"2027-08-02","2027-08-06",{"id":376,"schedule_slug":377,"start_date":378,"end_date":379,"price":320,"city_id":380,"days":288,"city_name":381},707190,"sales-professional-certificate-in-doha","2027-08-15","2027-08-19",46,"Doha",{"id":254,"city_name":321,"city_slug":383,"country_id":254,"country_name":384,"country_continent":385,"country_continents":386,"featured":33,"price":387,"main_image_alt":384,"detail_image_alt":249,"image_icon":249,"title":249,"h1_tag":388,"content":389,"description":390,"what_to_do":391,"cover":428},"istanbul","Turkey","Europe",[385],4500,"Training courses in Istanbul, Turkey","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Train in Istanbul with access to Elite Academy’s full portfolio of professional programs. In a city known as a major international business crossroads connecting Europe, the Middle East and Asia, organizations and professionals can join upcoming courses or request any program to be arranged locally.\u003C\u002Fp>","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Professional training in Istanbul is not limited to a specific group of subjects. Elite Academy makes its complete portfolio available in the city across management, business, technical and industry-focused disciplines. With a major international business crossroads connecting Europe, the Middle East and Asia, Istanbul provides an effective setting for international learning. Use the schedule below to view courses already planned for the destination, or contact our team to request another program and preferred dates in Istanbul, subject to scheduling and delivery requirements.\u003C\u002Fp>",{"food":392,"places":401,"shopping":410,"experience":419},{"items":393,"title":400},[394,396,398],{"text":395},"Hafız Mustafa 1864",{"text":397},"Karaköy Güllüoğlu",{"text":399},"Pandeli","Dining",{"items":402,"title":409},[403,405,407],{"text":404},"Hagia Sophia",{"text":406},"Topkapı Palace",{"text":408},"Basilica Cistern","Landmarks",{"items":411,"title":418},[412,414,416],{"text":413},"Grand Bazaar",{"text":415},"Spice Bazaar",{"text":417},"İstinye Park","Shopping",{"items":420,"title":427},[421,423,425],{"text":422},"Bosphorus cruise",{"text":424},"Çemberlitaş Hamamı",{"text":426},"Galata Tower","Experience","https:\u002F\u002Feliteacademy.eu\u002Fstorage\u002Fmedia\u002F1281\u002Fconversions\u002Fu1oGShOs26d6sbv9Pp8nGeCTU8EWSwxQWWJiByAI-website.webp",{"image_url":286,"image_alt":430,"alt_text":286,"meta_title":431,"meta_description":432,"canonical_url":286,"schema_json":286,"include_in_sitemap":433,"robots_index":433,"robots_follow":433,"robots_advanced":286,"og_title":285,"og_description":432,"og_url":286,"twitter_card":434},"SeoMetadata image","Sales Professional Certificate | Elite Academy","Many salespeople are hired for their energy and relationships but never taught a consistent way to find, qualify, win and grow business.",false,"summary",[],[437,450,460],{"id":438,"name":439,"name_2":286,"slug":440,"schedule_slug":441,"start_date":442,"end_date":443,"days":288,"hours":289,"city_id":444,"city_name":445,"price":446,"country_name":447,"continent_name":249,"continent_names":448,"program_level":312,"program_type":311,"short_details":449,"featured":249,"upcoming":249,"relevance_score":249},610226,"Technical Sales and Customer Service","technical-sales-and-customer-service","technical-sales-and-customer-service-in-paris","2026-11-15","2026-11-19",12,"Paris",5900,"France",[],"\u003Cp>Technical products are often lost on a poorly understood requirement, a proposal that lists features instead of outcomes, or a complaint handled slowly after the sale. This programme gives sales engineers, account managers and service staff a practical method to diagnose customer needs, present value, close with commitment and keep the relationship profitable after delivery.\u003C\u002Fp>",{"id":451,"name":452,"name_2":286,"slug":453,"schedule_slug":454,"start_date":455,"end_date":456,"days":288,"hours":289,"city_id":341,"city_name":342,"price":446,"country_name":457,"continent_name":249,"continent_names":458,"program_level":312,"program_type":311,"short_details":459,"featured":249,"upcoming":249,"relevance_score":249},700157,"Marketing Administration and Coordination Skills","marketing-administration-and-coordination-skills","marketing-administration-and-coordination-skills-in-london","2027-01-04","2027-01-08","United Kingdom",[],"\u003Cp>Marketing plans often slip for administrative reasons: unclear briefs, missed approvals, suppliers without purchase orders and assets that do not follow the brand. This programme gives marketing administrators and coordinators the planning, organisation, supplier, budget and reporting skills to keep campaigns and events on schedule, on budget and consistent with the brand.\u003C\u002Fp>",{"id":461,"name":462,"name_2":286,"slug":463,"schedule_slug":464,"start_date":465,"end_date":466,"days":288,"hours":289,"city_id":369,"city_name":370,"price":467,"country_name":468,"continent_name":249,"continent_names":469,"program_level":312,"program_type":311,"short_details":470,"featured":249,"upcoming":249,"relevance_score":249},700271,"Corporate Branding and Digital Communication","corporate-branding-and-digital-communication","corporate-branding-and-digital-communication-in-riyadh","2027-01-10","2027-01-14",5500,"Saudi Arabia",[],"\u003Cp>\u003Cspan style=\"font-weight: 400;\">To equip participants with the skills, tools, and strategies necessary to harness digital communication platforms effectively while building strong, creative, and innovative branding that drives engagement and organizational growth.\u003C\u002Fspan>\u003C\u002Fp>","en",{"data":473,"code":279,"status":280,"message":514},[474,480,487,494,501,508],{"id":475,"title":476,"slug":477,"slugs":478,"image_alt":476},28,"Executive Leadership & Senior Management","executive-leadership-and-senior-management",{"ar":479,"en":477},"القيادة-التنفيذية-والإدارة-العليا",{"id":481,"title":482,"slug":483,"slugs":484,"image_alt":486},30,"Leadership Development","leadership-development",{"ar":485,"en":483},"تطوير-القيادة","leadership-courses",{"id":488,"title":489,"slug":490,"slugs":491,"image_alt":493},29,"management skills","management-skills",{"ar":492,"en":490},"مهارات-الإدارة","management-courses",{"id":495,"title":496,"slug":497,"slugs":498,"image_alt":500},18,"Human Resources & Talent Management","human-resources-and-talent-management",{"ar":499,"en":497},"الموارد-البشرية-وإدارة-المواهب","human-resources-courses",{"id":502,"title":503,"slug":504,"slugs":505,"image_alt":507},21,"finance and accounting","finance-and-accounting",{"ar":506,"en":504},"المالية-والمحاسبة","finance-accounting-courses",{"id":509,"title":510,"slug":511,"slugs":512,"image_alt":511},32,"risk, governance, and compliance","risk-governance-and-compliance",{"ar":513,"en":511},"إدارة-المخاطر-والحوكمة-والامتثال","message.Categories have been retrieved successfully"]