Search eLearning Library for: Sales
Classics 116 courses
TrainingBriefs® 392 courses
LearningBytes® 133 courses
Advantage 32 courses
Advantage Plus 6 courses
Safety Classics 105 courses
SafetyBytes® 221 courses
Interactive Tools 31 courses
TrainingBriefs® Recognizing Sales Opportunities
New Micro-Learning! One way in which you can support the sales process is by recognizing and responding to sales opportunities as they present themselves. The key, just like it is with any sales strategy, is to ask questions and then really listen to the answers using the ask, listen, clarify and confirm strategy. This will help keep the customer engaged and confirm understanding of the opportunity.
TrainingBriefs® Resolving Sales Problems
New Micro-Learning! In an ideal world, everyone - sales, support and service - would all be highly connected. Everyone would know all the details about a customer account and everything would go off without a hitch. But, as we all know, the reality is misunderstandings, mistakes and problems happen. What's important is how you handle the situation. The truth is, how you recover from a problem can be a major factor in keeping that customer's business.
Win the S.A.L.E.™ Coaching for Sales Success
Coaching is essential to the success of any employee... but when it comes to a sales person, coaching makes a profound impact on performance, attitude and service! This program helps sales managers quickly recognize and respond to common challenges/issues they face by providing a four-step process (S.A.L.E.) which can be used to motivate and coach sales teams and staff.
Win the S.A.L.E.™ Supporting the Sale
Sales support is essential to keeping the sales funnel and process moving. This program contains time-tested and optimized training that educates and inspires employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom. Note: This program (and materials) is designed for sales service and support team embers and professionals.
Win the S.A.L.E.™ One Step at a Time
This program is especially relevant for participants who are new to sales or have limited sales experience. Buyers in organizations today are highly sophisticated. They prefer to collaborate with salespeople who are equally sophisticated and professional. They expect sales professionals to be knowledgeable, skilled and trusted advisors, providing solutions for the needs of their organizations. A goal for sales professionals, therefore, is to surpass the competition. This workshop helps sales professionals reach that goal by providing a basic formula to build rapport and manage the sales process with prospects and customers.
Win the S.A.L.E.™: Putting it All Together
Designed for service and support professionals. This program is a comprehensive for employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom.
TrainingBriefs® Creating a Positive Customer Experience
New Micro-Learning! Creating a positive customer experience requires flexibility. To gain and maintain customer loyalty, you must focus on active listening, demonstrate a positive attitude and be ready to solve problems.
TrainingBriefs® Selling with Integrity
Updated! One definition of being ethical is “conforming to professional standards of conduct.” Herein lies both a problem and an opportunity for those of us in the world of sales. The problem lies in the fact that many people do not think of sales as a profession. Negative stereotypes have caused them to avoid or look down at a salesperson with disdain.
Got Compliance?™ Unintended Ethical Dilemmas
In this eLearning module, we’ll discuss different reactions to ethical dilemmas at work. Two situations are explored, with people feeling compelled to intervene in a constructive way, with them wanting to influence a coworker to help them avoid an ethical conflict and to bring about a more positive outcome. Both obtaining inside information to win a contract bid and fostering uncertainty about a competitor are covered in this topic.
Got Leadership?™ Ethical Selling
Sales professionals are asked to understand customer problems and business issues, propose innovative solutions and provide efficient follow-up services all while keeping costs down as much as possible. 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.
Got Sales?® Account Development
Account development is the process of creating and executing a plan to improve your organization’s market share from the customer. When appropriate, this plan may include team selling. By the end of this lesson, you will be able to identify the importance of account development and the techniques for account development.
Got Sales?® Cross-Selling and Up-Selling
Cross- and up-selling offers customers additional value by exposing them to solutions they might never have considered. They are both key to the selling process. 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.
Got Sales?® Customer Care
Customers are the lifeblood of the business; customers are the reason the business exists; and customers provide the revenue that pays the salaries of the people who work within your organization. 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.
Got Sales?® Qualifying
Qualifying is the disciplined questioning and analysis required to accurately assess the needs and interest of customers. It's not a one-time event, but performed throughout each sales interaction to ensure customer satisfaction. By the end of this course, you will be able to identify the importance of qualifying and the techniques to successfully qualify an opportunity.
Got Sales?™ Closing
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.
Got Sales?™ Communication
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 course, you will be able to identify the importance of communication, and the techniques for effective communication.
Got Sales?™ Consultative Selling
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 course, you will be able to identify the reasons you should sell consultatively and the techniques for doing so.
Got Sales?™ Continuous Learning
Continuous learning is the motivation and ability to take responsibility for ongoing learning and personal development in job-related knowledge and skills. By the end of this course, you will be able to identify the importance of continuous learning and the techniques that will enable you to continually learn on the job.
Got Sales?™ Customer Business Understanding
Customer business understanding is the preparation, study, and questioning required to determine and document the unique business issues for a specific customer. This includes developing solutions tailored to the customer’s individual business requirements. understanding the nuances of the customers you serve can be challenging. The techniques in this course are designed to help you with this task.
Got Sales?™ Handling Objections
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.
Got Sales?™ Opportunity Generation
Opportunity generation is the act of creating sales opportunities for the organization’s products and services and involves identifying both the active and latent needs of the customer. Users will learn four techniques to help them with opportunity generation.
Got Sales?™ Outbound Telephone Selling Techniques
Outbound telephone selling is the process of using the telephone to proactively contact customers and engage in open-dialogue (non-scripted) sales conversations. By the end of this course, you will be able to identify the importance of outbound telephone selling Techniques and the techniques for outbound telephone selling.
Got Sales?™ Product and Solution Understanding
Product and solution understanding is the broad and deep knowledge of common product or service problems and their associated solutions, including competitive alternatives. It also includes understanding how customers use your solutions within a variety of applications.
Got Sales?™ Relationship Development
Good relationships allow your organization to build customer loyalty. Studies show that whenever possible, over 50% of customers avoid vendors with whom they have no relationship. Good relationships encourage customers to remain loyal and continue purchasing from you. 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.
Got Sales?™ Sales Opportunity Management
Sales opportunity management is the process of following up and managing the necessary activities to convert leads into closed deals. Typically, the more expensive the product, the more steps you can expect in the sales cycle. By the end of this course, you will be able to identify the importance and techniques for sales opportunity management.
Got Sales?™ System Proficiency
Systems proficiency is the ability to acquire data about your organization and your competitor’s products and services, document information about your customer, and enter orders. By the end of this lesson, learners will be able to identify the importance of System Proficiency and the different types of organizational systems.
Got Sales?™ Territory Planning
Territory planning is the process of creating the strategy and tactics necessary to deliver the required revenue and market share from a customer base. A territory may be geographic or it may consist of assigned accounts. By the end of this course, you will be able to identify the importance of territory planning and the techniques for territory planning.
Got Sales?™ Time Management
Time management is the act of exercising control over the amount of time invested in various activities. To effectively manage time, an individual must be conscious of the choices made throughout the course of a day. Ask anyone how he or she is doing and “I’m really busy” is a likely response. Busy, however, doesn’t equate to being effective or productive.
Got Sales?™ Value Proposition
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.
TrainingBriefs® Dealing with Angry Customers
Customers get rude or angry for a variety of reasons—some justified, some not. And it’s very likely you’ll encounter rude or angry individuals at one time or another. It’s how you respond that can make the difference between a customer who feels satisfied with the resolution and one who vows never to patronize our business again. This course explores strategies for dealing with an irate customer.
TrainingBriefs® Ethical Choices - The Competition
Updated! Everybody should spend plenty of time thinking about competitors, and how they relate to their business, but you need to be very careful what you say out loud about them to your team, your investors, and your customers. What you say speaks volumes about how you think about your business, how smart you are, and your personal integrity.
Whale Done!™ The Power of Positive Relationships (eLearning Program)
Transform your organization with the power of positive relationships - based on the highly popular and best-selling book by Ken Blanchard. Best-selling author Ken Blanchard shows how to improve workplace relationships and productivity by using the Whale Done!™ approach. Based on behavior-changing strategies developed at SeaWorld, this program offers a compelling message and memorable workshop activities that will have an immediate and positive impact on your workplace.
TrainingBriefs® The Angry Customer
When it comes to serving customers or clients, you will eventually experience a situation in which one or more are not happy. It's how you react in those types of situations that impacts the perception the customer has about the level of service they are experiencing.
Got Performance?® Think Like a Customer
Great customer service means putting your heart into everything you do. It’s about making customers feel valued. It’s caring plain and simple. 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
Open Mind, Open World: Improving Intercultural Interactions™ eLearning Classic
The Classic version of this Open Mind, Open World is a self-study program designed to help you improve your global mindset and communication skills as you interact with others from different cultural backgrounds.
TrainingBriefs® Ethical Dilemma - Insider Information
Updated! In this course, you’ll observe two coworkers having a casual conversation when one of them makes the suggestion of obtaining inside information to win a contract bid. As you complete this course, ask yourself “would I know what to do in this situation?”
TrainingBriefs® Ethical Dilemma - Spreading Rumors
Updated! You and a friend are having lunch… when the friend reveals that she has been fostering uncertainty about her company’s competitor... you know... spreading rumors about them. What would you do in this situation?
Whale Done!™ in Action (eLearning Classic)
Transform your organization with the power of positive relationships
TrainingBriefs® Behaviors to Improve Customer Service
New Micro-Learning! Great customer service means putting your heart into everything you do. It’s about making customers feel valued. It’s caring… plain and simple. We all must take an active role in creating a customer-centric workplace.
Got Performance?® Diffusing Customer Emotions
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. By completing this module, you will benefit from a better job, more sleep and better numbers (if selling).
Got Performance?® When Policies and Service Collide
As employees who serve customers, it is certain that you will experience situations in which your customer is not happy. How you react in these situations impacts the perception the customer has about the level of service he or she is experiencing. 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.
No Problem! Serving Others with Respect™ (eLearning)
YOU (the employee) make the difference in how a customer feels, not a policy, not your manager...you! The intent of this course is to show customer service staff and employees some ways of handling difficult situations so that they can effectively respond and leave the customer with a positive, memorable impression.
A.C.E. It!™ How to Solve Tough Workplace Problems (eLearning Course)
Help individuals and teams quickly confront and solve workplace problems. Use the A.C.E. Model - a set of logical and intuitive steps that enable participants to coach employees in the resolution of problems that otherwise would adversely affect productivity, morale, and job satisfaction.
TrainingBriefs® Competing Customer Service Priorities
It can be overwhelming when it comes to provider the level of customer service we all want and expect. Customers deserve our undivided attention... that's a given! Being interrupted by the phone when you are dealing with a face-to-face customer can be a challenge if you don’t know the steps to take.
TrainingBriefs® Diffusing Customer Emotions
You're on the phone with a frustrated and (rightfully so) angry customer. They have had it and want to talk to a manager... what do you do? Calming a frustrated customer requires strong interpersonal skills. First you must be a good listener with the rapport building skills and empathy necessary to influence others. Next you must be a proactive problem-solver. Last, but definitely not least, you must maintain a positive attitude.
TrainingBriefs® Virtual Meeting Etiquette
New Micro-Learning! Online meetings for remote working staff are essential for making connections. With a conference call or a simple click of a web meeting link, you can carry out everything from sales presentations to team status updates. Oh, and let’s not forget video conferencing. With a webcam you can even feel like you’re in the same room! But, have you stopped to consider your meeting etiquette?
SafetyBytes® Electrical Safety: Using Portable Equipment
Engineers, electricians, and other professionals work with electricity directly, including working on overhead lines, cable harnesses, and circuit assemblies. Others, such as office workers and sales people, work with electricity indirectly and may also be exposed to electrical hazards. In this SafetyBytes® lesson, we’ll discuss using portable equipment.