What to expect

1. Personal Selling

Learning Objectives: On completion of this unit, the learners will be able to understand the

mindset that will drive positive results in selling. The core focus here is to ensure they maintain

positive momentum at a mental and emotional levels in relations to the rigor and avalanche of

negative response to their sales engagements

i. The mindset for sales performance excellence

ii. Building an excellent marketable personal brand

iii. Understanding Superficiality and Granularity in Professional selling

iv. The RACE Model to sales performance excellence

v. The ERIC Model for both personal and professional growth

vi. The Metamorphosis of a successful salesperson

vii. The Sales Activity schedules

viii. One-to-one and one-to-many selling

ix. The Sales Process

x. Understanding the Art of Pipeline Development and Sales Follow Up

xi. Referral Selling

xii. Sales Strategy

xiii. Selling on the phone

xiv. Sales Activity Management

 

2. Sales Management

Learning Objectives: On completion of this unit, the learners will be able to understand what

it takes to get the best out of their sales team. As direct salespeople, they will need to understand

what their managers will be expecting of them. At the end of the unit, the learners will be able to

understand the critical dimensions for success as a sales manager, what their supervisors will be

measuring interms of the process, the greatest impact activities and ultimately what it takes to

reach target achievement.

i. The Dimensions of a successful sales organization

Work like your success entirely depend on you! But pray like everything depends on God!

ii. The roles of sales managers as;

ü Business manager

ü People manager

ü Customer manager

iii. v. vi. Understanding the dimensions of a successful sales system

iv. Coaching for performance

Field drive and Inspiration for performance

Understanding the roles managers play in the Sales Process

 

5. FMCG Sales

Learning Objectives: On completion of this unit, the learners will be able to appreciate the

dynamics for fast moving consumer goods sales, route sales and territory fulfillment. The World

literally thrives on FMCG in most of the households we use today and it’s one of the most intense

selling opportunities for salespeople but not the easiest sale. At the end of this unit, the learners

will be well equipped with the capabilities to succeed with FMCG sales.

i. Understanding route selling models

ii. Territory Design and Optimization

iii. iv. v. vi. vii. Sales Activity Schedules for a successful FMCG campaigns

Leveraging the value of route fluidity for success

Understanding the route bottlenecks and how to overcome them

Managing successful daily sales reports from route sellers

What it takes to be a successful FMCG salesperson

Objectives of the Certificate in Professional Sales

1. 2. 3. 4. 5. 6. 7. Learn how to fill up a sales pipeline

Help the learners Lead effective sales conversation

Transition to insight-based selling and needs based selling

Increase sales win-rate for all our learners who are already in the marketplace

Succeed with virtual sales as a critical selling skill in the AI era

Win major opportunities for B2B working within the B2B space

Develop sales managers and train them on how they can get the best out of their

salesforce

8. 9. Learn how to coach sales reps

Improve your sales winning margins

10. Increase your sales productivity

3. Public Speaking and Presentation Skills

Learning Objectives: On completion of this unit, the learners will be able to express themselves

better both on a one-to-one conversation but also in group sales presentations. We will have

multiple role plays, demos and impromptu presentations from the learners to concretize the

practical skills we would want them to acquire

i. The art of self-introduction

ii. Dynamics of public speaking preparations

iii. Attention grabbing strategies

iv. The art of the reveal

v. Body language and non-verbal cue Mastery

vi. Audience management

vii. Moments of truth in public speaking and how to manage them

viii. Storytelling and Narratives

ix. Using Humor for non-humorous people

x. Ethical considerations in public speaking

xi. The Audience, the message and the best sync

xii. Impromptu speech mastery

 

Methodology

This program will be delivered 70% online and 30% physical lecture rooms arrangement

at the Campus of Clarke International University in Muyenga.

4. Service & Product Selling

Learning Objectives: Product and service selling though similar have got some specific

intricacies that apply only to their segments. At the end of this unit, the learners must understand

the difference between service and product sales and how to excel at both.

i. Introduction to Consultative Selling

ii. Value Through the Eyes of the Buyer

iii. Building Rapport

iv. Leading a Thorough and Impressive Needs Discovery

v. Making the Impact and ROI Case Powerfully

vi. Overcoming Objections

vii. Mastering the Art of Sales Collaboration

viii. Communicating Powerfully with Different Personalities

ix. Keys to Qualifying the Sale

Work like your success entirely depend on you! But pray like everything depends on God!

 

Daniel Choudry is the Lead Trainer and Founding Director for Daniel Choudry Sales Institute (www.dcsalesinstitute.co.ug). He’s been in the field of sales consulting and training for over 17 years. Author of 4 best selling books in the area of Sales and Customer Experience including; Become a Sales Superstar & Dominate Your Market, The Sales Warrior’s Daily Planner, The Sales Warrior’s Creed and The little Orange Book of Referral Selling. Daniel is a chartered technical expert for European Investment Bank sponsored trainings in 7 African Countries and the Lead Consultant for VisionFund International in 18 African Countries. Daniel Choudry has conducted training programs & Sales Strategy Consultancy & Sales Keynote Speech in several corporate companies including; International Finance Corporation (IFC), The Serena Hotels, Stanbic Bank, DFCU Bank, Equity Bank, FINCA Tanzania and Malawi, Coca Cola, Pepsi Uganda, MTN Uganda, Great Lakes Safaris, Barclays Bank, Steel & Tube Industries, Sadolin Paint, Kenya Institute of Management (external technical expert), Microsoft Kenya, VISA East & Central Africa, Google, Samsung, UAP Old Mutual, ICEA Group in Uganda and Kenya, Vodafone Tanzania and several other organizations, Colleges, Management Institutions, Work like your success entirely depend on you! But pray like everything depends on God!Hospitality Industries, small business owner’s workshops & other corporate sectors.

Daniel and his team design the training programs as per the industry requirements. Daniel Choudry hold a Bachelor’s Degree in Business Administration with Marketing major from Makerere University, and a Masters Degree in Business Administration with McMaster University Canada