SalesUniversity Communication 101 Curriculum Outline
Sales Communications Foundations
Overview/Description
William Safire, a columnist for the New York Times, said, To communicate, put your thoughts in order; give them a purpose; use them to persuade, to instruct, to discover, to seduce. This is true especially for the sales professional. As a sales professional, you are a professional persuader. You must possess the communications skills to effectively instruct your prospective customers and help them discover the value of your offerings, and you must seduce them with the customer experience you offer. Every buying decision that has ever been made, or ever will be made, is an emotional decision rationalized with facts. Your communications skills are the crucial element behind stirring the emotions of your prospective customers and communicating the supporting facts that will lead to greater sales success. Sales Communications Foundations will help you to understand the fundamentals of interpersonal communications. More importantly, it will help you to understand how these foundations of interpersonal communications impact your sales communications. This course will also provide you with communications strategies that will help you most effectively send and receive sales messages to and from your clients. This course contains information on vocal qualities. Because it is important to be able to hear differences in these vocal qualities, it is recommended that you include audio while taking this course.
Target Audience
This series will be useful for learners beginning careers as sales professionals, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This series will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
7.0 hours
Lesson Objectives:
Interpersonal Communications in Sales
Identify the benefits to a sales professional of understanding the fundamentals of interpersonal communications. Sequence statements to show the flow of communications, in a given example. Assess a given sales professional's ability to encode and decode messages to find the common field of experience, in a given sales scenario. Match communications zones with given examples of each. Apply strategies for enhancing one's ability to expand the common field of experience, in a given sales interaction. Communications Styles in Sales Situations
Identify the benefits of understanding the impact of communications styles on sales situations. Match each communications style to examples of the characteristics for each. Match the communications styles listed with the sales approaches that are best used with them. Deliver an appropriate sales message to a given buyer, based on the buyer's communications style. Building Credibility in Your Sales Message
Identify the benefits of understanding how to build credibility in your sales message. Match verbal strategies for encoding effective sales messages to their appropriate descriptions. Apply verbal strategies for encoding effective messages, in a given sales scenario. Identify appropriate examples of the elements of vocal communications, in a given sales scenario. Identify examples of actions that illustrate guidelines for effectively sending visual messages. Apply visual guidelines for sending effective messages, in a given sales scenario. Back to ListSales Communications Essentials
Overview/Description
For your value proposition to be perceived as credible and persuasive, you need to master how to craft and communicate your message. Sales Communications Essentials will help you cultivate the skills to successfully send your sales message. Think about it: sales professionals act as counselors by helping customers bring clarity to their wants and needs; act as persuaders, impressing customers with the value of offerings to fulfill their wants and needs; act as negotiators, helping to create mutually profitable transactions for all involved. In other words, sales professionals are also professional communicators. This course will help you to strengthen your sales communications skills, enabling you to communicate your value proposition with more persuasive power.
Target Audience
This series will be useful for learners beginning careers as sales professionals, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This series will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
7.0 hours
Lesson Objectives:
Tailoring Your Sales Messages
Identify the benefits of understanding how to tailor sales communications. Match given buyers to each one's buying motivator in a given scenario. Match examples of buyer types to their characteristics. Deliver a sales message that is appropriate to a given buyer's type. Label the elements of a message within a given example. Effective Sales Communications Strategies
Recognize the benefit of understanding how to use effective sales communications strategies. Identify aggressive listening strategies. Apply aggressive listening strategies in a specific sales situation. Match each questioning method to an example of each. Apply effective questioning methods in a given sales scenario. Choose examples of question softening from a given list of statements. Identify steps for handling a prospective buyer's objections. Apply the steps for handling objections in a given scenario. Selling with Power
Identify the benefit of knowing how to use powerful sales conversation strategies. Select examples of professional sellers who have adopted guidelines for selling enthusiastically. Identify the guidelines for presenting a strong sales message. Present a strong sales argument in a sales scenario. Choose the persuasive statements for a given sales scenario. Back to ListTelesales Communications
Overview/Description
Since Alexander Graham Bell said, Mr. Watson, come here, I want you, to his assistant on March 10, 1876, the telephone has become the major person-to-person communications tool. It has taken a place of dominance in the sales industry. As a professional salesperson, it is vital that you have effective telesales techniques. As a communications medium, the telephone has a dampening effect on our interpersonal communications. This course will help compensate for this effect by introducing you to the fundamentals of communicating over the phone and how to sell most effectively over the phone. In this course, you will learn how to use the telephone to achieve personal sales success. You will be given techniques that will guide your actions. You will be given strategies that will help you compensate for the telephone's lack of nonverbal cues. Since part of telephone communication requires listening, you'll be asked in this course to listen for various verbal cues. For this reason, certain sections of this course deviate from standard SkillSoft courses in that they present audio and audio cues without accompanying text. You will require audio to take these sections of the course.
Target Audience
This series will be useful for learners beginning careers as sales professionals, as well as for seasoned salespeople who are seeking to take their careers to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plain of professional excellence. This series will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
6.0 hours
Lesson Objectives:
The Telephone as a Sales Tool
Recognize the benefit of understanding how the telephone affects communications. Recognize examples of actions that will alleviate the negative impacts of the telephone on sales communications. Recognize examples of elements that will contribute to effective telephone preparation and communications. Telesales Strategies
Identify the benefits of using effective telesales strategies. Identify examples of the strategies that improve the effectiveness of a sales professional's voice during sales calls. Select the four aggressive listening strategies of telesales from a list. Apply the four aggressive listening strategies of telesales, in a given sales situation. Choose examples of effective conversational guidelines for telesales. Identify rules of appropriate telesales etiquette. Use the rules of appropriate telesales etiquette in a messaging and live sales scenario. The Telesales Call
Recognize the benefits of properly conducting a telesales call. Identify the variables used to calculate the financial and time cost of sales calls. Calculate the dollar value per call that must be reached to achieve a projected annual income. Select statements which accurately describe how outbound and inbound telesales calls differ. Apply the six success habits to effectively manage a given outbound telesales call. Apply the six-step skill set to effectively manage a given inbound telesales call. Back to ListSales Communication Techniques Simulation
Overview/Description
You have recently begun working as a sales representative for Clinical Protocols Software (CPS), Inc. CPS makes utilization review software. Your job is to sell a software product called Procedure Protocols Plus. CPS designed this product for managed care companies to use to evaluate proposed surgeries and make hospital length-of-stay recommendations. For example, when a doctor calls an insurance company because a patient needs heart bypass surgery, the company's call-center nurse enters the details of the case into Procedure Protocols Plus. Then, using the provided information, Procedure Protocols Plus helps evaluate the medical necessity of the procedure. In this simulation, you will try to sell Procedure Protocols Plus to Medico Managed Care Group, a large health insurance company. You will meet with four different buyers from Medico and each will require you to adapt to a different communication style. Also, you will need to tailor your sales message depending on the type of buyer with whom you are speaking. If you are able to successfully communicate your sales message to all of the buyers, you will make the sale! This simulation is based on the Sales University® Sales Communication 101 series and contains links to the following SkillSoft courses: SALE0431, SALE0432, SALE0433.
Target Audience
This simulation will be useful to both the seasoned and beginner sales professional seeking to improve interpersonal-communication skills and practice telesales techniques.
Expected Duration
0.5 hours
Lesson Objectives:
Sales Communication Techniques Simulation
Using interpersonal communication skills. Delivering persuasive sales messages. Tailoring your message for different types of buyers. Employing aggressive listening techniques. Handling objections. Developing enthusiasm for selling. Using the telephone as a sales tool. Observing appropriate telesales etiquette. Utilizing effective verbal strategies. Exercising an adaptive communications style. Back to List
SalesUniversity Communication 101
Having a knack for exercising effective communication skills is crucial in understanding how to
sell, regardless of your job position or product. In sales, every buying decision is based on an emotion and then rationalized
with facts. You must learn to be a professional persuader in order to stir the emotions of your customers and cause them to
rationalize their buying decision with you. Your communication skills are the crucial element in this emotional rollercoaster
and the key factor in creating more sales.
The art of presenting, persuading, negotiating, questioning, listening and instructing as well as improving your vocal
qualities are all communication skills that you must perfect in order to be a successful salesperson. The secret is using
these skills carefully yet effectively without making the customer feel like you’re pitching them a product or service just
to get a paycheck. Since many sales jobs have a bad reputation and with all of the unethical practices in today’s sales market,
it can be difficult for salespeople to prove themselves worthy of trust. CBT Direct’s sales training in sales communication will
show you how to overcome these obstacles.
Benefits of CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Communication Skills 101
CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online training,
you have the flexibility to study on your schedule, and with the speed and reliability of the internet, CBT Direct’s online
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The unique design of CBT Direct’s online training course in how to sell emphasizes learner initiative, self-management
and experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance
objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate
for those objectives. This effective instruction model for CBT Direct’s online course in sales training ensures the greatest
level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Communication Skills 101?
Entry-level sales professionals as well as seasoned sales professionals who are looking to take their
sales careers to the next level. As with all Sales University® programs
What Will Professionals Learn from CBT Direct’s Online Training
Course on How to Sell – SalesUniversity Communication Skills 101?
You’ll discover the fundamentals of interpersonal communication, why they are important in understanding how to sell and
how to encode and decode subliminal messages from your customers in order to achieve more sales. You’ll receive strategies
for enhancing your ability to maximize your sales situations and match your own communication style with sales approaches
that best fit your communication skills.
Our sales training in sales communication skills will show you how to build credibility, improve vocal strategies and
send effective visual messages to perfect your sales efforts. You’ll also become an expert in analyzing each customer’s
buyer personality and buying motivator and use this knowledge to apply the right aggressive questioning and listening
strategies to make the customer emotionally involved in the sales process.
Click here to see a detailed curriculum outline.
Find out how to use powerful sales conversation strategies and keep your communication skills sounding enthusiastic to
create more excitement in your customers. Our communication course in sales training will give you the confidence to sell
with power through strong sales messages, arguments, objection solutions and other persuasive techniques.
Discussing sales on the telephone is a different kind of animal when it comes to incorporating effective communication skills.
You’ll learn how to sell on the telephone using effective telesales strategies such as how to listen “aggressively”, communicate
efficiently and practice appropriate telesales etiquette in both messages and live sales calls. You’ll also study the variables
used to calculate the financial cost in terms of money and time for sales calls and receive six success habits to manage inbound
and outbound telesales calls.
CBT Direct’s online training in how to sell through proper communication skills is your answer to creating the right
emotion in your potential customers and persuading them to become your best customers.
SalesUniversity Communication 101
