Key Sales & Prospecting Skills Certificate Program
This interactive program provides you with step-by-step instruction on proven techniques and strategies for finding and qualifying prospects, obtaining new cutomers and maintaining and profitably growing accounts. An excellent introduction to sales or refresher for the veteran sales professional, take just those modules that interest you or, for that competitive edge, complete the entrie program to earn the certificate of completion .
Instructor: David Maloney, MBA, sales professional with experience in sales, distributor channel management, marketing and training
The Selling Process
Understand the major steps in the selling process in order to build skills in each area, one step at a time. Learn mistakes to avoid and the secrets of successful sales professionals.
Prospecting and Market Development: Finding the people who need what you have to sell
Develop a plan to find and qualify prospects and turn them into customers. Discover strategies to make cold calls a little warmer and what opening statements can lead to your first appointment.
Effective Sales Presentations
Learn to prepare a focused sales presentation that moves the sales process forward. Understand that asking the right questions can lead to new sales opportunities plus learn why successful sales professionals listen more than talk.
After the Sale: Now What?
Developing long-term relationships with customers leads to more sales with less effort. Learn the rewards and principles of consultative sales compared to being a sales rep and how you can grow your business by following up, keeping in touch and obtaining referrals.
Selling Value - Not Price
Understand why adding value to your product or service will differentiate you from your competition. Develop a value proposition that will lessen the need to reduce prices in order to obtain and keep customers.
Putting It All Together
Using what you have learned in the first modules, you will write and role play a sales scenario or presentation then have the opportunity to receive helpful feedback.
Certificate Program will be offered in the future!