Certificate Series
Professional Selling Principles and Practices
Online Executive Education
Elevate Your Career. Make an impact.
Program Overview
Benefits
This program is designed to provide an overall view of the principles and practices of professional selling. Practitioners will get the opportunity to examine the role of selling in the company's strategy, models of communication and methods of selling. Particular emphasis will be placed on pre-selling activities, techniques and procedures to use during the sales interaction and post sales activity. Key topics to be covered: preparation, approach, demonstration, overcoming objectives and sales closing.
By the end of this program, participants will be able to:
Develop a winning sales pitch that focuses on specific customer needs and benefits.
Apply the principles and techniques underlying
effective sales communication and planning to not only to sales conversations but to other forms of persuasive messaging.
Progress sales opportunities to a successful conclusion by gaining customer commitment at each stage.
Effectively qualify the potential of sales opportunities, enabling better forecasting and prioritization of leads.
Effectively overcome client and prospect objections,
strategically partnering with customers and closing the sale.
Who Should Attend This program is designed for practitioners of all levels, seeking to improve performance in a selling environment. It is also ideal for those new to sales or more experienced sales people who have never undertaken any formal sales training and seeking to improve their sales calls and closing abilities, or may just need a refresher. The program outlines the key stages of the sales process, providing tools and techniques to complete each stage successfully.
Program Outline Introduction to Professional Selling
The psychology of selling Communication beyond talking Building an ethical foundation Knowing Your Product
How to Add Value Becoming a Product Expert Features, Benefits & Product Positioning The Selling Process
Special Feature Three week on-line self-coaching program that includes a unique self-assessment tool, personalized feedback, and follow-up centered around work-life balance.
Tuition Program Cost: $1,245 Duration: 5 weeks / 20 hours All program materials included.
Registration Details For course dates and registration details please visit our website.
Define the sales process Which Presentation Method Should You Use? How to Begin the Sales Call Finding Customers and Prospecting
Understanding buyer behavior Evaluate various prospecting methods Practice how “to get” the appointment Planning and managing the process
Presenting Effectively
When, why and how to use a trial close Develop a customer benefit plan Practice key selling techniques Closing
Welcome, anticipate, acknowledge but never confirm objections
Define and demonstrate the types of closing options Follow-up activities
NYIM sets the standard for high quality online executive education Our Approach Leading-edge curriculum drawn from Thought Leading Faculty with tested tools and practices used in the worlds’ leading organizations. Our programs are based on professional competencies desired for high performance in each field. Our courses encourage students to incorporate workplace issues into their studies, providing Real-world Application to many of the academic theories covered by our curriculum. NYIM executive education offers relevant course experience that practitioners can carry with them throughout their career. NYIM workforce development solutions offer Outstanding Student Support to track progress and performance of online students with strong focus in maintaining student motivation, commitment, and the successful completion of our programs. NYIM best-in-class programs improve business performance, profitability and employee satisfaction. Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality interaction, on time technical support and post course knowledge reinforcement. At the convenience of their schedule, practitioners will develop and maintain the critical skills needed to advance their career.
Workforce Wellbeing Many professionals face the challenge of how to maintain long-term high performance without compromising health and well-being. Throughout our programs, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and well-being service offered by Vivamea’s on-line self-coaching program.
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