CMP Course Catalogue - Course Outlines

"Foundations of Sales I"

Core Educational Area: Training & Education
Course type: Skill Building
Accredited Educational Partner: VERO Group Inc.
Designed for: Sales Managers, Advisors and Owners
Delivery Format: Self study, self assessment, teleconference calls
Time Required: 40 hours
Cost: $1,500 ($1,360 + 7 conference calls at approx. $20 each)
CMP Credit: 1.0
CE Credit: Ontario – 20 (#CE2046), Alberta – 15 (#2982)
Languages: English, French

COURSE OBJECTIVES:
To obtain specific, measurable sales performance activities results and implement a follow-up tracking system for management to continue the process. Participants will experience attitude and behaviour changes that will increase their individual performance and productivity for long-term sustained results.

COURSE OVERVIEW:
- Professional Sales
- High/Low Payoff Activities
- Goal Setting
- Building Relationships
- Profitable Client Strategies – Profiling/Rounding/Targeting/Referrals
- Client Analysis/Discovery
- Building Value Over Price
- Asking for Action
- Handling Objections
- Personal Plan of Action

BENEFITS:
Participants of Foundations of Sales I will:
- Have a keen sense of the unique value they bring to their clients.
- Overcome self-imposed barriers that impede their sales performance.
- Implement action goals to achieve their personal and professional goals.
- Utilize their time for optimum sales activities.
- Use client strategies that will create a more profitable base of business.
- Conduct client assessments that will generate new business from new and existing clients, and referrals.
- Learn a cold call technique that successfully gets appointments.
- Adapt their own personality style to build long-term rapport and relationships.
- Classify, handle, and answer the real objections.
- Be able to present unique factors based on value, not price.
- Measure, monitor, and analyze their activities for improvement in their future performance.

EXPECTED OUTCOMES:
- Increased productivity through account rounding and referrals
- More focused sales calls
- More effective utilization of time and energy
- Better activity tracking and business focus

PRE-COURSE RECOMMENDATIONS:
The completion of a Win/Win Agreement, a program survey plus the first lesson in preparation for the initial conference call.

DELIVERY FORMAT:
There will be 6 weekly conference calls and one 30-day follow-up call set up.

TIME COMMITMENT:
This program contains 8 development modules and requires a total of 41 hours
as follows:
- 1 hour of pre-work
- 1 hour for an on-line assessment
- 7 – 90 minute conference calls
- 28 hours of Self Study