Search Course Catalog (132 Courses Found)

This course does a great job demonstrating the importance of time management, the techniques for time management, and the skills for conquering procrastination.

A value proposition is the evidence a salesperson presents that demonstrates what the customer will receive exceeds the cost of the solution. Think of the value proposition as an old-fashioned scale; the benefits of the solution must outweigh the costs. By the end of this course, you will be able to identify the importance of value propositions and the techniques for establishing them.

Who are you?... Who are you, really?... Have you ever asked yourself that question? Did you know each of us can choose who we want to be? Much like our attitudes we choose each day, we also have an impact on the very characteristics we display day in and day out.

Caring for customers should then seem natural, but distractions, the demands of the job, and the pressures of the day often detract from the high level of service customers have come to know and expect.

Handling objections is the process of dealing with concerns the customer articulates. By the end of this lesson, you will be able to identify why handling objections is important, the three common types of objections, and the three-step model for overcoming them. Think of an objection as a gift from the customer.

Communication is the core one-on-one verbal and written skill a sales person must have to successfully complete customer interactions. This includes telephone, face-to-face conversation skills, and simple writing tasks such as composing an email. Listening skills are also a part of communication.

By the end of this module, you will be able to identify the difference between cross-selling and up-selling, their importance and their techniques. Cross-selling and up-selling are important to maintaining customer satisfaction and building customer loyalty. They can also boost revenue, helping the business prosper.

After you’ve proposed a solution, answered any customer objections, and tied up any loose details, it’s time to ask for the order to close the sale. By the end of this course, you will be able to identify the importance of closing and the techniques to apply when closing a sale to make closing simple and non-confrontational.

In consultative selling, customer needs are the basis of the sales conversation. The salesperson doesn’t present product or service solutions without first making sure they address a customer need.

As a leader, you have a responsibility to promote a culture of integrity in your organization. By the end of this module, you will be able to identify ethical behavior and choose ethical reactions in various situations.

By the end of this module, you will be able to identify the categories of customer relationships, their importance and the techniques for building them. There are three techniques for building good customer relationships: good relationship skills, sustaining interest, and asking good questions.

The techniques in this course are designed to help you with this task. Foster customer relationships and to recommend solutions to meet each customer’s unique business needs. In order to do so, you must truly understand the customer’s business – what makes them tick, and how they use your solutions to meet their needs and achieve their goals.

By the end of this course, you will be able to identify the importance of qualifying and the techniques to successfully qualify an opportunity. You'll learn the techniques for qualifying an opportunity; probing for active needs, identifying the buying committee, determining the timeline, and uncovering risk. You'll also learn three tips to successfully quality opportunities; verifying information, listening for other needs, and proposing alternatives.

In a team situation, you and a coworker may look at the same project and see it entirely differently! In this eLearning course, you will learn how to recognize, respond to, and resolve difficult interactions stemming from differences in the way decisions are made.

Differences in culture contribute to the rich vibrancy of our country’s own unique make-up. These differences can present challenges in the workplace, however. Understanding the cultural differences, or diversity in our workplace, goes a long way towards resolving issues. In other words, resolving a “diversity moment”.

By the end of this course, you will be able to identify the actions you - as a leader - can take to raise the bar of professionalism in sales.

It’s sometimes difficult not to become involved in gossip and rumor sharing at work. By the end of this course, you will be able to understand the meaning of diversity and more importantly, inclusion - and the impact of gossip, assumptions, rumors and innuendo in the workplace.

This course helps you, the manage/supervisor, recognize your management responsibilities of creating a safe environment and culture of trust, taking all reports of illegal, unsafe or unethical conduct seriously, responding appropriately and set the tone when a complaint is filed and treating everyone consistently, fairly and respectfully.

By the end of this course, you will be able to identify hidden bias or stereotypes and understand why maintaining a respectful culture promotes teamwork.

We depend on our coworkers to get things done, and they depend on us. By the end of this course, you will be able to identify ways to positively impact and support internal customers.