Mastering the Art of Sales

This certificate equips you with essential skills, strategies, and knowledge to excel in the field of sales. Learn prospecting, closing techniques, relationship building, and negotiation skills to achieve sales success.

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Course curriculum

1. Facilitator
1. Introduction & Overview
2. Understanding Your Market and Customers
3. Crafting Your Sales Pitch for Outbound Success
4. Essential Tools for Outbound Sales
5. Building a Tailored Outbound Sales Strategy
6. Module 2 Wrap-up
1. Introduction & Overview
2. The Art and Science of Prospecting
3. Prospecting Methodology
4. Developing a Prospecting Plan
5. Best Practices for Managing and Nurturing Leads
6. The Sales Funnel
7. Module 3 Wrap-up
8. Module 3 Glossary
1. Introduction & Overview
2. Overview of the Sales Cycle
3. Sales Cycle: Stage 1
4. Sales Cycle: Stage 2
5. Sales Cycle: Stage 3
6. Sales Cycle: Stage 4
7. Techniques for Effective Opening Statements
8. Understanding the Importance of Personalization
9. Brevity and Asking Questions in Sales
10. Examples and Variations of Impactful Opening Statements
11. Module 4 Wrap-up
12. Assignment 1
13. Assignment 1 Submission
14. Module 4 Glossary
1. Introduction & Overview
2. Introduction to Spin Selling: Situation and Problem Questions
3. Mastering Effective Listening and Probing Techniques
4. Crafting Situation Questions for B2B and B2C Sales
5. Identifying Client Challenges with Problem Questions
6. Practice Scenarios for Crafting Problem Questions
7. Module 5 Wrap-up
8. Module 5 Glossary
1. Introduction & Overview
2. Implication Questions
3. Transitioning to Need Payoff Questions
4. B2B and B2C Scenarios for Need Payoff Questions
5. Balancing Spin Questioning with Conversation Flow
6. Interactive Role Play Sessions
7. Module 6 Wrap-up
8. Module 6 Glossary
1. Introduction & Overview
2. Understanding Benefits vs. Features
3. Tailoring Presentations Using Spin Insights
4. Effective Solution Presentation Techniques
5. Closing Techniques in Outbound Sales
6. Role Plays: Presenting a Solution and Closing the Deal
7. Module 7 Wrap-up
8. Assignment 2
9. Assignment 2 Submission
10. Module 7 Glossary
1. Introduction & Overview
2. Analyzing and Learning From Call Experiences
3. Settings Personal Goals and Improvement Strategies
4. Creating a Roadmap for Long-term Success
5. Course Wrap-up
6. Knowledge Check
7. Knowledge Check

Start Any Time
Learn at Your Own Pace
~ 3 Hours per Module

FAQ

Pre-Requisites

Basic experience in sales roles, understanding of sales processes, techniques, and the sales cycle. Familiarity with customer relationship management and the consultative sales approach.
Technical Requirements

A computer or laptop (Windows, Mac, Linux) with reliable internet access to stream sales training videos, and participate in online discussions.
Software Requirements

An updated web browser (Chrome, Firefox, Safari, or Edge) for accessing online sales platforms and resources. Basic office software to draft sales proposals, presentations, and reports.

Additional Courses

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Instructor(s)

Matthew Smilor

[email protected]

Matthew Smilor serves as the Director of the Arnold Center for Entrepreneurship at Stephen F. Austin State University, spearheading initiatives to foster entrepreneurship within the university and the broader region. With a keen focus on teaching, program management, and business development, Matthew is dedicated to advancing the practice of entrepreneurship.

Drawing on his expertise in entrepreneurial ventures that prioritize both profit and purpose, Matthew has played integral roles in the growth and success of numerous businesses and startups. His proficiency spans multiple industries, including telecommunications, hospitality, and insurance, where he has optimized operations, facilitated projects, and streamlined processes to drive revenue growth and minimize expenditures.

Matthew excels as an operational leader, adept at planning, directing, and administering diverse activities. His track record includes recruiting and training key personnel, analyzing data to enhance value, and executing successful organizational initiatives. As a mentor and consultant, he has collaborated with senior executives, implemented comprehensive programs, and secured funding for various initiatives.

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