Sales Essentials Certificate

Description

Do you want to build meaningful relationships that will enhance both you and your organizations’ reputation? The Sales Essentials Certificate gives you the tools to build and create a successful view of the sales function to enhance daily customer interactions and career development.

Certificate includes the following courses:

Developing Clients for Life

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization.
Learning Outcomes:
• Understand the product implementation process
• Learn how and why it’s important to develop relationships with existing clients
• Know how to create a plan to build client loyalty
• Discover effective strategies for building and maximizing client relationships

Opening the Sales Call

Ten seconds or less. That’s how long the window of opportunity is open for your salespeople to grab a client’s attention. And that’s why it’s vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful—before they set foot in their next face-to-face sales call. With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. Selling Essentials: Opening the Sales Call does just that. The third installment of the in-depth training series, this half-day classroom program and one-hour e-learning workshop is all about learning how to make a great first impression, set a positive tone, and beat the competition.
Learning Outcomes:
• Understand the importance of preparation
• Learn an effective framework for opening face-to-face sales calls
• Discover the traits and characteristics that improve success rate
• Understand the importance of building rapport
• Learn how to overcome obstacles and resistance to change

Presenting, Overcoming and Closing

It’s true. Preparation is key, especially when it comes to selling. Successful salespeople know it. From mastering product knowledge to understanding what the client wants and figuring out how to clinch the sale, they always do their homework. Always. But knowing what to prepare—and how to prepare—can’t be left to trial and error. That’s because developing the ability to see through the client’s eyes, pinpoint their needs, think outside of the box, and deliver a convincing presentation takes time, training, practice, and then more practice.
Learning Outcomes:
• Learn an easy-to-use model for presenting solutions
• Understand how to effectively describe features and benefits
• Become skilled at identifying customer objections
• Know how to overcome objections using an effective model
• Learn and master specific steps to close a deal

Prospecting and Territory Management

Ask any sales professional about prospecting and most will tell you it’s their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it’s enough to cause even the most seasoned people to cringe. Some even point fingers claiming it’s not within the realm of their responsibility. But prospecting is the vital first
step in the sales cycle, and the key to success is preparation, practice, and confidence. Selling Essentials: Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Title two of an in-depth training series, this customizable classroom program and e-learning workshop is packed with helpful tools, including worksheet templates, qualifying checklists, practice exercises, strategies, and more.
Learning Outcomes:
• Learn practical tips for prospecting and qualifying customers
• Discover how to develop a pipeline of profitable customers
• Determine how to plan for sales opportunities
• Identify techniques for making contact with prospects
• Learn to implement strategies for prospecting and territory management

Understanding the Sales Cycle

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization. Selling Essentials: Understanding the Sales Cycle is the first title in a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Filled with an assessment, activities, worksheets, action planning, and more, this program requires individuals to take an active role in their learning. It starts with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns before ending with action strategies and planning.
Learning Outcomes:
• Assess selling strengths and areas for improvement
• Learn about the trends in today’s selling environment
• Understand the concept of customer-focused selling
• Learn the steps of the sales process and buying cycle
• Discover how customers make decisions
• Describe the steps in the sales process

What to Ask, How to Listen

They’ve mastered prospecting, scoped out hot leads, and succeeded in getting their foot in the door. So far, your salespeople are off to a great start. But at this moment, they’re sitting face-to-face with their next (hopefully) new customer, and after an engaging opening, they stop and think, ‘hmm… now what?’ It’s time to shift the focus to the customer. So before your salespeople have the chance to jeopardize their next big deal, make sure they know how to keep the customer engaged, uncover their needs, learn their decision-making strategies, and know what not to say. Teach them what to ask—and how to listen. Sales Essentials: What to Ask & How to Listen, the fourth module of the in-depth training series, shows salespeople how to ask the right questions, avoid communication shut downs, maximize business discussions, and learn valuable active listening skills that will move the customer relationship forward.
Learning Outcomes:
• Discover the questions that uncover customer needs
• Identify customer needs and challenges
• Learn how to use active listening to better understand customers
• Develop strategies for business discussions that get results