Enhance Certificate in Lighting Sales Success

This course provides a structured approach to understanding customer needs, effectively communicating value, and the technical aspects of lighting sales. Learners will develop strategies that focus ‘value’ sales, exploring lighting specifications and design principles to inform compelling solutions.

Covering a range of relevant topics to enhance skills and knowledge across several key areas in the principles of effective lighting sales, learners will work through the following:

• Identify and Understand Your Customers
• Planning, Presenting, and Closing
• Understanding a Lighting Design Specification
• Understanding Lighting Design from a Sales Perspective.

Delivery Method

55% self-paced, online

25% reflective, community based learning through an expert-led facilitated, online workshop

20% experiential application via a real-world scenario-based project

Who is this course for?

Perfect for recently joined or existing lighting sales professionals keen to adapt their skills and knowledge to focus on solution-driven selling techniques, and sales engineering, tailored specifically for the lighting sector.

Learning Outcomes

By the end of this course, learners will:

• Assess customer requirements and tailor sales approaches to different buyer personas in the lighting industry
• Apply structured planning, presentation, and negotiation strategies to effectively close lighting sales
• Understand key lighting specifications and how to communicate technical details in a way that adds value to the sales process
• Gain insights into lighting design principles to better align product offerings with customer expectations and project requirements
• Build industry knowledge and communication skills to engage with technical stakeholders and influence purchasing decisions.

Next Steps

This course is part of The LIA Profession Map and will provide access to the following next professional development steps:

• Advance Certificate in Lighting Sales Success 
• Affiliate Membership of the Institute of Sales Professionals (ISP)