________________________________________________________________________ This certificate is awarded to students who successfully complete the six topics covered over six weeks as listed below: High impact introductions Communication skills Identifying best relationship bets Developing ‘sales’ call Handling and overcoming objections Getting to what you want Note: Each weekly session meets for three hours. Week 1: High impact introductions Learning by doing approach to build a high impact opener that will help you to be an effect relationship builder Real World Sales Scenarios (Participant Job/Life Situations) Week 2: Communications Skills Questioning and Listening Oral and Written Week 3: Identifying best relationship bets? Targeting (Traditional practices and Social Media) Segmentation: Identifying commonalities and differences to structure customized communication Week 4: Developing a ‘Sales’ Call (Learning what effective sales people do) Needs Analysis Value Selling Selling Process Pre- Call Planning “Steps of the Sale” Week 5: Handling and Overcoming Objections Preparing predictable obstacles that stand in our way Building strategies to overcome these obstacles Week 6: Getting to what you want Closing the Sale Post – Sale Activities: continuing to build on professional relationships
