________________________________________________________________________
This certificate is awarded to students who successfully complete the six topics covered over six weeks as listed below:
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
William Paterson University
300 Pompton Road
Wayne, New Jersey 07470
973-720-2000
Stay Connected