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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