This bundle of five suites includes 13 courses and five exercise modules to build essential sales and service skills. Completing this bundle provides best practices for each step in the sales process and building solid client relationships. Explore tactics to focus sales efforts, including the Sales Portfolio Process. See how to effectively plan calls, track contacts, anticipate potential objections, and make sales. Concise, impactful lessons can be applied on the job immediately.
Effective Referrals Suite
This suite of two courses and one exercise module* explores the Effective Referral Model for recognizing, responding to, and revisiting referrals. Completing this suite provides tactics for identifying clues about financial needs and connecting them to appropriate products and services. Concise, impactful lessons can be applied on the job immediately.
*Only available as a suite
• The Referral Process
Guides you through connecting client-provided clues about financial needs to products and services using the Effective Referral Model. Create opportunities for building client relationships by identifying appropriate resources and guiding clients to them.
• Making Referrals
Guides you through introducing solutions and gauging interest in them. Uncover ways to establish a connection between the client and the appropriate specialist or resource. Gain insight into revisiting referrals to improve sales performance.
• Effective Referrals – Apply What You’ve Learned
Practice connecting clues about needs to products and services using the Effective Referral Model.
Making the Client Call Suite
This suite of three courses and one exercise module* explores best practices for conducting client calls, over the phone and in-person. Identify specific client needs by recognizing clues that clients provide, and presenting solutions that meet those needs. Completing this suite provides tips and tactics for making client calls successfully. Concise, impactful lessons can be applied on the job immediately.
*Only available as a suite
• Calling on Clients
Guides you through best practices for making client calls, both over the phone and in-person. Explore the preparatory steps for making calls.
• Identifying Client Needs
Guides you through identifying and understanding clues that clients give about their needs during interactions. Enhance skills for conducting insightful client interviews.
• Presenting Solutions that Match Client Needs
Guides you through crafting effective statements and questions that lead to a successful sale. Explore the steps for presenting solutions that match client needs.
• Making the Client Call – Apply What You’ve Learned
Practice identifying and understanding client needs, and then presenting solutions to meet those needs.
Overcoming Objections Suite
This suite of three courses and one exercise module* imparts skills for effectively responding to client questions and objections. Completing this suite provides best practices for completing the sales process and building client relationships. Concise, impactful lessons can be applied on the job immediately.
*Only available as a suite
• Handling Client Questions
Guides you through appropriately responding to client questions using product knowledge. Explore how questions can be seen as a positive response to a recommendation.
• Responding to Client Objections
Guides you through the most common client objections to product and service recommendations. Explore how to anticipate potential objections and expertly respond. Discover the benefit of keeping informed about your competition.
• Closing and Following Up
Guides you through taking a consultative approach to closing and following up on a sale. Explore the “assumptive close” technique. Uncover ways to build client relationships with appropriate follow-ups.
• Overcoming Objections – Apply What You’ve Learned
Practice navigating client questions and objections to result in a successful sale.
Relationship Sales Suite
This suite of two courses and one exercise module* explores ways to understand and meet clients’ needs through consultative or needs-based selling. Completing this suite provides tips and tactics for retaining customers and meeting business goals, and introduces the Relationship Sales Process. Concise, impactful lessons can be applied on the job immediately.
*Only available as a suite
• The Relationship Sales Process
Guides you through understanding and meeting clients’ needs and expectations, rather than focusing on selling products. Explore the Relationship Sales Process as a method to help improve sales effectiveness.
• Consultative Selling
Guides you through the role of a sales consultant. Develop an understanding of client needs as a way to build relationships. Learn how to utilize product knowledge as a means to recommending products and services that match needs.
• Relationship Sales – Apply What You’ve Learned (Exercise)
Practice applying the Relationship Sales Process and consultative selling skills to client interactions.
Sales Planning Suite
This suite of three courses and one exercise module* explores tactics to focus sales efforts by identifying the most promising opportunities from a client base. Completing this suite provides tools, such as the Sales Portfolio Process, to help select clients and organize data in order to effectively plan calls, track contacts, and make sales. Concise, impactful lessons can be applied on the job immediately. *Only available as a suite
• Creating Sales Portfolios
Guides you through using the Sales Portfolio Process. Explore ways to create sales opportunities with existing clients by tracking activity in a Sales Portfolio. Get tips for selecting and prioritizing clients for your Portfolio.
• Managing Client Portfolios
Guides you through strategies for grouping and prioritizing client contacts in a Sales Portfolio. Explore how a Client Profile can help manage client information.
• Planning a Call
Guides you through strategic use of sales contacts. Explore setting the frequency of calls based on sales potential. Get tips for organizing information gathered during client conversations.
• Sales Planning – Apply What You’ve Learned
Practice applying the Sales Portfolio Process to sales contacts and building an effective Sales Portfolio
CFT
