Search Course Catalog (42 Courses Found)

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.

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.

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.

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.

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.

Having satisfied customers leads to increased revenue and increased brand awareness. Having satisfied employees is the key contributor to a company’s success. Taking the time to provide exceptional internal customer service will go a long way in opening opportunities in your career, burnishing your reputation and positioning you for success.

This course focuses on a positive and helpful attitude in dealing with frustrated customers. You will learn that empathizing with the customer and maintaining a positive attitude are two of the most important tools at your disposal in creating a positive customer experience.

Customers deserve our undivided attention. However, sometimes it’s hard to balance multiple interruptions and give each customer the attention he or she deserves. By completing this course, you will benefit from increased job satisfaction, stress reduction, and more efficient customer service.

The only thing that counts is what the customer thinks. After completing this course, you will be able to identify the importance of customer service and choose behaviors to improve customer service.

This course shares strategies for providing customer service in tricky situations, whether it be a reaction to a policy or dealing with an irate customer. You will benefit from alternative solutions, increased job satisfaction, and calmer customer interactions.

Help service representatives deal effectively with difficult customer situations. Streaming course version.

This course is great for employees who are new to sales or sales-related work. It explains how to build trust with prospects and customers, demonstrates ways to maintain customer loyalty when handling complaints, and describes how to recognize opportunities and "upsell" existing customers.

This program is designed to help sales managers recognize and respond to common challenges by providing a four-step process (S.A.L.E.) which can be used to motivate and coach sales staff.

Designed for service and support professionals. This program contains powerful, comprehensive training that educates and inspires employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom.

Designed for sales professionals, this program contains powerful, comprehensive training that educates and inspires employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom.