Completion Time: 7 1/2 weeks or less

Overview:

This program is designed for the sales professional who wants to take their skills to the next level. Success in sales depends on your ability to understand buyer-focused selling behaviors, how to influence the buying decisions of others, and respond effectively to the buyer’s needs. The completion of this certificate program will increase your negotiating skills, learn in-depth contracting principles, and teach you how to develop mutually beneficial relationships with your customers.

Learners who complete a certificate will be able to:

1. Better understand the sales cycle and the typical behaviors of those involved in the process.
2. Demonstrate the ability to effectively qualify sales prospects.
3. Develop the critical aspects of planning for, managing, and executing the sale.
4. Use communication techniques that will help in improving the results of the sale.
5. Present ideas clearly and effectively.
6. Know how to better close the sale.
7. Develop negotiation strategies, negotiate mutually beneficial outcomes, follow through on the negotiation, and negotiate in special circumstances.
8. Create & change contracts.
9. Use various techniques to improve the level of service provided to customers and build relationships that last.
10. Solve problems methodically and utilize cost-benefit solutions.

Required Courses:

Sales Cycle Basics
The Sales Process
Communication Techniques
Closing the Sale
Negotiating for the Sales Professional
Selecting Your Negotiating Strategy
Negotiating Skills in Action
Understanding & Using Contracts
Solving Problems Logically (with Simulation)
Selecting the Solution for a Problem (with Simulation)
Presenting Your Ideas Effectively (with Simulation)
Building Strong Customer Relationships (with Simulation)