Course

Course Summary
Credit Type:
Course
ACE ID:
PDVI-0003
Organization:
Professional Development Institute
Location:
Classroom-based
Length:
One 12-hour weekend per month for 4 months (48 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Principles Of Selling
Description

Objective:

The course objective is for participants to learn techniques all the way from prospecting clients to a successful sale and then servicing the clients in a partnership model that not only allows great client success and also provides benefits for your organization to create a lifelong partnership.

Learning Outcomes:

  • Understand Servant Sales Leader approach by bringing the partnering attitude to the relationship with a focus on win-win solutions
  • Learn a comprehensive prospecting methodology that is used to efficiently target the right clients for their organization's sales pipeline and increase the conversion ratio
  • Develop skills to successfully build client relationships by understanding the personality profiles of all parties and demonstrating true intent for partnership
  • Discover business needs by understanding techniques that dig deeper in understanding the true business needs that need to be resolved
  • Create win-win proposals that address the client's business needs while highlighting the value proposition that differentiate your proposal from the competition
  • Identify ways for clients to remain loyal by providing proactive customer service while creating win-win value proposition for all parties
  • Learn about measurements to ensure that client sales and service are on track for closing deals as well as maintaining them as clients for the long run

General Topics:

  • A problem solving attitude
  • Creating sales and service objectives
  • Prospecting for clients
  • Building relationships
  • Understanding business needs
  • Proposing solutions
  • Proactive client service
  • Sales and service measurements
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Examinations
  • Presentations
  • Quizzes

Minimum Passing Score:

70%
Supplemental Materials