Sales Professional Certification

Learn proven techniques to help you put your products and services into relevant context for your customers, and sell a whole business solution rather than just a piece of the puzzle. Earn a Sales Professional Certification as well as credits towards a degree with Indiana Wesleyan University.

Courses include:

Selling Breakthroughs, Negotiating Breakthroughs, Territory Management & Prospecting, Key Account Management, Telephone Sales

Selling Breakthroughs

The secret to making a successful sale is knowing what, why, how, and when your audience wants to buy. Learn the processes and stages of both buyer and seller simultaneously to understand how to apply sales skills and behaviors that accurately match the buyer’s state and motivations.

Who should attend:
Anyone involved in the selling process.

This course will help you:

  • Accurately assess customer needs and establish needs awareness
  • Present solutions based upon priority and big picture needs, not products or services
  • Use the buyer's motivations for increased focus and creating opportunities
  • Communicate as a problem-solver and a trusted partner
  • Develop professional, long-lasting business-business relationships

This is a highly interactive 3 day workshop.

Negotiating Breakthroughs

Through mutually successful negotiations, you can create lasting partnerships and measurable improvements. Use our negotiation-planning techniques to prepare strategies and tactics to achieve desired outcomes. Once you learn how to transform potential combatants into lasting partners, you will significantly increase your confidence when entering into any negotiation situation.

Who should attend:
Middle and upper management, project managers, senior salespeople and individuals involved with marketing, procurement or out-sourcing negotiations.

This is a 2-day intructor-led workshop.

Territory Management & Prospecting

Achieve optimal results from a portfolio of customers. Learn proven processes and skills to analyze, classify, and allocate appropriate time and resources to help you plan call cycles, account development and prospecting activities. In addition, gain in-depth knowledge in account management, planning, profiling, territory analysis, prospecting and influencing.

Who should attend:
Territory managers, sales representatives, account managers, sales managers.

This course will help you:

  • Act with confidence as the interface etween your company and your customer
  • Deal with customers based on their current and potential value to your company
  • Proactively arrange your time and territory to achieve optimum face-to-face selling opportunities
  • Target new business from new contracts within both existing customers and new customers, to achieve new business targets

This is a 1-day instructor-led workshop.

Key Account Management

Gain an in depth understanding of the complexities that exist within the servicing requirements of customers designated as Key Accounts and use the strategic and tactical tools and processes to achieve the customer – supplier relationship required.

Who should attend:
Anyone responsible for maintaining or supporting an organization’s major, national and international accounts, including key account managers, experienced salespeople, and sales managers.

This course will help you:

  • Develop key deliverables between both organizations
  • Use planning and process tools to set objectives. Develop strategies and tactics to achieve those objectives
  • Proactively research and develop relationship opportunities
  • Manage the process of change for your customers' customers

Thisis a 2-day instructor-led workshop.

Telephone Sales

Learn how to make outbound sales calls more effective while building strong customer relationships for your company. Ensure that inside salespeople at your small- or medium-sized business proactively plan, manage, and implement phone-sales campaigns that generate revenue and create a lasting, positive impression on your customers.

Who should attend:
Inside salespeople, owners of small businesses, and call center team leaders.

This course will help you:

  • Understand the important contribution of telephone sales to an organization
  • Learn Best-practice telephone communication skills
  • Develpo a customized, outbound sales or service activities plan
  • Set "SMART" call objectives
  • Understand customer needs and uncover buyer motivations
  • Through role play, become alert to buying signals
  • Document results for effective follow-up

This is a 2-day instructor-led workshop.

Discounts are available for gropus of 8 or more.

Contact Talent Ladder for questions.

Contact Michael Goeke to schedule groups:


Offered with our Partner:

Priority Logo

Price: $3,270