Sales Professional Certificate

Course Outlines:

Module one: 

Advanced Communication Skills to Increase Sales

• How to Make and Excellent First Impression
• Overcoming Interpersonal Communication Barriers
• Active Listening and Questioning Skills Development
• Strategies to Improve Telephone Communication Effectiveness
• Silent Messages: Interpreting a Customer’s Body Language Gestures
• How to accurately determine a customer’s “buying style?”
  

Module Two:

 Delivering Dynamic Face-to-Face Sales Presentations  

• Top 7 Reasons Why Customers Don’t Buy
• Tips to Develop Trust and Rapport with any Customer
• Time-proven Principles of Persuasion
• How to Customize a Sales Presentation to Individuals and Groups
• PowerPoint Presentation Tips and Techniques
• Negotiation Strategies to Overcome a Customer’s Objections and Close the Sale
  

Module Three: 

Managing Emotions in Sales

• Understanding Emotional Intelligence
• Power of Likability
• Improving Money Talk
• Developing Confidence, Authenticity and Likability
• Understanding Reactions under Stress and Conflict
• Best Techniques for Top Sales to Manage Stress
• Setting and Managing Expectations for Consultative Selling
• Emotional Management in Negotiations 
  

Module Four: 

Going the Extra Mile to Improve Customer Service 

• Cornerstones of Superior Customer Service
• What do your customers expect?
• How to Use Customer Service to Increase Sales
• Creating Customer Service “touch points”
• The Importance of Measuring Customer Satisfaction
• Service Recovery Tips Tactics and Techniques

Module Five: 

New Business Development Planning, Preparation, and Execution

• Prospecting is a Numbers Game
• Best Practices for Finding New Prospects
• Creating a Prospecting Phone Script and Elevator Speech
• Tips for Managing Your Appointment Schedule
• The Art of Qualifying Prospects
• Setting Business Development SMART objectives