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About the Online Professional Selling Program
California State University, Dominguez Hills Professional Selling Certificate program is a virtual instructor-led online program combines sales skills, strategy, and tactics with real world examples and scenarios including application through individual and team exercises.
Program Overview
This 9-session program will provide an overview to the student of the required tasks, activities, roles, and responsibilities of a sales professional. By using the DiSC Sales Profile, the student will better understand their selling and communication style, which is important today as selling is done online, face-to-face, and over multiple technologies. The program will then explain in detail the tactics and strategies that comprise a successful selling methodology, and the skills required to effectively identify, sell, and close opportunities.
The final session of the program will provide students the opportunity to demonstrate their knowledge of the sales process by presenting their completed Account Strategy Worksheet, which they’ve been compiling after each session. The goal is to provide the student with the competence and confidence necessary to control and advance the sales cycle and understand the role of the sales professional in today’s business environment. Each student will leave the program with a personalized “Account Strategy Worksheet”, applying the skills learned to a real-world sales opportunity. Emphasis will be placed on effective communication including personal communication style, selling methodology, listening skills and relationship building through the inclusion and use of the DiSC Sales Profile
DiSC Profile Sales: Provide salespeople with the skills to adapt to customers’ preferences and expectations.
Participant Takeaways:
- Discovery of personal sales style
- Recognition of customers’ differences
- Strategies to adapt sales approaches to customer needs
Who Should Attend
The Professional Selling program provides a broad awareness of multiple career opportunities, as well as the knowledge required to excel while interviewing for a sales position. This program is targeted at the student who is not already a sales professional, or has yet to gain a basic working knowledge of sales principles and practices. Therefore, the program is great for:
- those new to various sales roles
- those exploring the possibility of a career in professional selling
- those seeking a career as a Sales Professional
- those who might like to refresh and update their selling skills
Course Features
- Lecture, role plays, individual, group and team exercises
- An individual DiSC Sales Profile
- Account Strategy Worksheet development and presentation
- Guest Lecturer
Job Titles
- Customer Service Representatives
- Inside & Outside Sales Representatives
- Retail Sales Associates
- Direct Salesperson
- Sales Representative
- Telesales
- Sales Consultant
- Client/Customer Relationship Manager
- Business and Account Managers
- Assistant, General & Store Managers
- Business Development Manager
- Customer Experience Manager
- Sales Engineer
- Sales Manager/Executive
Industries
Just about every industry has some type of sales job, but these are more typical.
- Advertising
- Consumer Packaged Goods
- Cybersecurity
- Enterprise Software
- Financial Services
- Healthcare
- Information Services
- Insurance
- Lodging and Food Services
- Manufacturing
- Medical Device
- Pharmaceutical
- Professional, Scientific, and Technical Services
- Real Estate and Rental and Leasing
- Recruiting/Staffing
- Retail Trade
- Software as a Service (SAAS)
- Technology (hardware)
- Telecommunications
- Transportation
- Web Services/Media
- Wholesale and Manufacturing
Module Descriptions
Specific course goals and objectives, as well as learning outcomes for each session are described in the applicable syllabi. As noted, there is a strong progression of learning and skills development under the Professional Selling Certificate Program.
Module 1:
The Sales Call Process
This module outlines the overall Sales Call Process. A quick overview and example of each step along with the skills required to effectively manage each step in the process are provided. Each step will then be expanded in greater detail. In this module the student will complete an online DiSC Sales Profile which will be used throughout the program to better understand students’ communication and selling styles.
Module 2:
Virtual Selling & Sales Technology
Skills, tactics and technology required to effectively manage the virtual sales process are covered in this module:
- Selling in the new normal
- Virtual selling challenges
- Achieving and managing the engagement
- CRM Tools used to manage your time and business
Module 3:
DiSC Sales Profile Analysis
This module reviews the DiSC Sales Profile, which was taken online prior to the session, is reviewed in detail. This provides the student with additional insight into the four selling, (and communication) styles and will assist in analyzing strengths, weaknesses and areas for improvement. We will also explore customer and prospect decision making styles and how they might affect the speed and management of the sales cycle.
Module 4:
Building Early Value
This module focuses on selling skills required to effectively begin the sales process are covered in this module. Skills covered include:
- Prospecting and lead generation
- Sales funnel management
- Appointment qualification
- Development and use of initial benefit statements (IBS)
- Setting and using sales call objectives
- Account qualification
Module 5:
Strategic Questioning & Listening
This module focuses on one of the Professional Salespersons most valuable tools – the ability to develop and ask good questions…and listen. Skills covered include:
- Basic questioning review
- The strategic questioning model
- Listening skills
Module 6:
Building Relationships – Developing Solutions
This module discusses skills required to become a business partner, position solutions and sell value. This is accomplished through an understanding of partnership activities, need development and positioning the proper features with the identified buyer type. Skills covered include:
- Steps to become a business partner
- Development of needs
- Connecting appropriate features to benefits
- Identification of buyer types
- Linking business issues to enhance partnerships
Module 7:
Gaining Commitment
This module reviews the foundation that each sales call requires a request for a decision or a request for a commitment from the buyer. The point is also stressed that in most sales environments today we are often not just closing a sale but opening a relationship. Therefore, the decision to move to a close must be beneficial to both parties. Skills covered include:
- Buying signal identification
- Defining next mutual business purpose
- Obtaining pre commitment
- Steps to obtain a true close
Module 8:
Handling Objections
This module reviews the skills required to properly handle objections are discussed in detail, with a focus on the attitudes that often cause the objection. Examples of these attitudes are given and strategies are discussed in order to effectively deal with some of our most common objections. Skills covered include:
- Attitude overview
- Leveraging strengths
- Price vs. total cost
- Handling indifference to your solutions
- Using closed questions to focus on the need for change
Module 9:
Account Strategy Worksheet Presentations
This module introduces the Account Strategy Worksheet used throughout the program to connect classroom skills to a real world application. Each student will review their strategy and describe how they will plan for and manage the sales process.