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Increase your sales performance by learning the many ways to work with your clients and overcome their hesitations and objections. Close more sales deals, contracts, etc. by learning how to confidently close the sale. Topics include a review of common objections and their solutions as well as time tested methods for closing a sale.
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Start a career in sales or improve your current sales performance by learning all the basic concepts of professional selling. This course will provide a starting point for additional in-depth courses or can be taken as a one-time course to gain an overview of professional selling. Topics include: selling as a profession, relationship marketing, communication, sales knowledge, prospecting, sales call planning, effective sales presentations, handling objections, closing the sale, service & follow-up, and time, territory, & self-management
Required course
Prerequisites: none
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Start a career in sales or improve your current sales performance by learning all the basic concepts of professional selling. This course will provide a starting point for additional in-depth courses or can be taken as a one-time course to gain an overview of professional selling. Topics include: selling as a profession, relationship marketing, communication, sales knowledge, prospecting, sales call planning, effective sales presentations, handling objections, closing the sale, service & follow-up, and time, territory, & self-management
Required course
Prerequisites: none
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This course focuses on advanced concepts in professional selling. It is designed to enhance your ability to improve client relationships and generate additional sales. Topics include: consultative sales strategies, how other people really see you, understanding and changing your customer relationships, understanding and adapting to buyers, building rapport and trust, uncovering hidden needs, cementing credibility and trust, and presenting your ideas for positive impact.
Prerequisites: Professional Selling
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This course focuses on advanced concepts in professional selling. It is designed to enhance your ability to improve client relationships and generate additional sales. Topics include: consultative sales strategies, how other people really see you, understanding and changing your customer relationships, understanding and adapting to buyers, building rapport and trust, uncovering hidden needs, cementing credibility and trust, and presenting your ideas for positive impact.
Prerequisites: Professional Selling
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Improve your ability to close the deal through better sales presentations. Learn how to present your products or services, ask questions, explain benefits, and overcome objections. Special techniques will be discussed for each stage in the sales presentation process. Topics covered include: sales presentations and the sales process, preparing for the appointment, questioning techniques, preparing for the presentation, PowerPoint, parts of a presentation, building and maintaining rapport, nonverbal responses, humor, selling to committees, and closing & follow-up
Prerequisites: Professional Selling and Advanced Selling
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Improve your ability to close the deal through better sales presentations. Learn how to present your products or services, ask questions, explain benefits, and overcome objections. Special techniques will be discussed for each stage in the sales presentation process. Topics covered include: sales presentations and the sales process, preparing for the appointment, questioning techniques, preparing for the presentation, PowerPoint, parts of a presentation, building and maintaining rapport, nonverbal responses, humor, selling to committees, and closing & follow-up
Prerequisites: Professional Selling and Advanced Selling
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Demonstrate your ability to meet the customers' needs through well thought out and structured sales proposals. The goal of this course is to develop the ability to create sales proposals that show an understanding of the buyer's situation and critical issues, present a practical value proposition and business solution, and illustrate your ability to deliver. Topics covered include: proposal structures & methodologies, sales proposal development, needs analysis & opportunities, product description, financial & non-financial benefits, implementation schedules, seller qualifications, and assumptions, fees & schedules
Prerequisites: Professional Selling and Advanced Selling
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Demonstrate your ability to meet the customers' needs through well thought out and structured sales proposals. The goal of this course is to develop the ability to create sales proposals that show an understanding of the buyer's situation and critical issues, present a practical value proposition and business solution, and illustrate your ability to deliver. Topics covered include: proposal structures & methodologies, sales proposal development, needs analysis & opportunities, product description, financial & non-financial benefits, implementation schedules, seller qualifications, and assumptions, fees & schedules
Prerequisites: Professional Selling and Advanced Selling
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Learn how to increase sales by prospecting for qualified leads. Emphasis will be placed on building relationships with prospects and developing qualified leads. Topics include understanding lead generation, defining your best lead, lead generation ROI, value proposition, building the lead generation plan, and synergies in tactics such as lead generation via phone, e-mail, public relations, event marketing, the web, direct mail, referrals, blogs, and podcasting.
Prerequisites: Professional Selling and Advanced Selling
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Learn how to increase sales by prospecting for qualified leads. Emphasis will be placed on building relationships with prospects and developing qualified leads. Topics include understanding lead generation, defining your best lead, lead generation ROI, value proposition, building the lead generation plan, and synergies in tactics such as lead generation via phone, e-mail, public relations, event marketing, the web, direct mail, referrals, blogs, and podcasting.
Prerequisites: Professional Selling and Advanced Selling
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Learn how to increase sales, generate leads and build rapport with customers using telemarketing strategies and techniques. Topics include: introduction to telemarketing, getting through to the decision maker, promoting the benefits of services & products, planning & structuring calls for maximum results, using your voice & personality to build rapport, handling objections & securing the appointment or order, and converting enquiries into sales.
Prerequisites: Professional Selling and Advanced Selling
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Learn how to increase sales, generate leads and build rapport with customers using telemarketing strategies and techniques. Topics include: introduction to telemarketing, getting through to the decision maker, promoting the benefits of services & products, planning & structuring calls for maximum results, using your voice & personality to build rapport, handling objections & securing the appointment or order, and converting enquiries into sales.
Prerequisites: Professional Selling and Advanced Selling
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Learn how to target customers with the highest revenue, profit, and growth potential and then develop specific account plans to establish long-term customer relationships. Topics include: introduction to Strategic Account Management, roles and responsibilities of Strategic Account Managers, identifying strategic accounts, building account teams, gathering information, analyzing customers, competitors & your position, developing account strategy, implementing the account plan, building internal support, managing relationships, information, opportunities, and strategic account planning.
Prerequisites: Professional Selling and Advanced Selling
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Learn how to target customers with the highest revenue, profit, and growth potential and then develop specific account plans to establish long-term customer relationships. Topics include: introduction to Strategic Account Management, roles and responsibilities of Strategic Account Managers, identifying strategic accounts, building account teams, gathering information, analyzing customers, competitors & your position, developing account strategy, implementing the account plan, building internal support, managing relationships, information, opportunities, and strategic account planning.
Prerequisites: Professional Selling and Advanced Selling
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The focus of this course is to develop a one-year individual sales plan. The sales plan will include your personal techniques, methods, and schedules for acquiring sales knowledge, prospecting for qualified leads, handling known objections, providing service and follow-up, efficiently allocating time, and managing your territory.
This is the Capstone Course
Prerequisites: All required courses and 3 electives.
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The focus of this course is to develop a one-year individual sales plan. The sales plan will include your personal techniques, methods, and schedules for acquiring sales knowledge, prospecting for qualified leads, handling known objections, providing service and follow-up, efficiently allocating time, and managing your territory.
This is the Capstone Course
Prerequisites: All required courses and 3 electives.
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Learn how to create, develop, train, and lead winning sales teams. The goal of this course is to understand how to coordinate the efforts of sales reps, senior management, and technical and product specialists. Topics include: building the sales team, choosing and assigning roles, team leadership, value selling, team selling tactics & strategies, sales meetings, and client presentations.
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Learn how to create, develop, train, and lead winning sales teams. The goal of this course is to understand how to coordinate the efforts of sales reps, senior management, and technical and product specialists. Topics include: building the sales team, choosing and assigning roles, team leadership, value selling, team selling tactics & strategies, sales meetings, and client presentations.
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Learn how to estimate future sales through both qualitative and quantitative sales forecasting techniques. The goal of this course is to create or improve sales quotas, territory assignments, staffing requirements, and other forecast related issues. Topics include: the sales forecasting process, sales forecasting performance measurement, time series forecasting techniques, regression analysis, qualitative sales forecasting, sales forecasting systems, and managing the sales forecasting function.
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Learn how to estimate future sales through both qualitative and quantitative sales forecasting techniques. The goal of this course is to create or improve sales quotas, territory assignments, staffing requirements, and other forecast related issues. Topics include: the sales forecasting process, sales forecasting performance measurement, time series forecasting techniques, regression analysis, qualitative sales forecasting, sales forecasting systems, and managing the sales forecasting function.
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Improve the revenue generating ability of your sales force by training your sales reps to prospect, present, ask questions, handle objections, and close sales. The purpose of this course is to teach the sales managers how to train their sales staff. Topics include: training topics, preparation steps, checklists preplanning workshops, organizing materials, getting participants involved, role-playing, debriefing sessions, getting feedback, sales reps' frequently asked questions, and visual materials suggestions.
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Improve the revenue generating ability of your sales force by training your sales reps to prospect, present, ask questions, handle objections, and close sales. The purpose of this course is to teach the sales managers how to train their sales staff. Topics include: training topics, preparation steps, checklists preplanning workshops, organizing materials, getting participants involved, role-playing, debriefing sessions, getting feedback, sales reps' frequently asked questions, and visual materials suggestions.
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