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Content Knowledge Mastery Certification

Upon successful completion of the selected Sales Training International's LearnSellingOnline.com curriculum, the student will be awarded a certificate testifying to this accomplishment with the designation of:

"Master Sales Specialist"

Qualifications: For this certification, the candidate must complete all designated required courses with a minimum of 70% passing grade on each of the tests following each course within a 12 months of the initial test score. Courses and tests may be re-taken.

To receive the certificate: E-mail registrar@saleshelp.com with "LSO certificate request" in the subject line and we will e-mail your certificate to you. There is no additional charge to receive the certificate.

Sample Certificate

Two curriculums are available to earn the Certified Master Sales Specialist designation.

  1. Recommended curriculum for Inside Sales / Call Center Sales / Sales Diagnostic Questionnaire (SDQ) participants making priority course selections
  2. Recommended curriculum for Outside Sales / Complex Sales / Consultative Value Selling

NOTES:

  • You may take any courses in any curriculum you'd like just so long as one complete curriculum has been completed.
  • Each curriculum takes approximately 30 - 40 hours to complete
  • Select the "Course List" for detailed course descriptions
Recommended curriculum for Inside Sales / Call Center Sales / Sales Diagnostic Questionnaire (SDQ) participants

Personal Preparation for Competitive Selling (Only the Goal Setting course is required in this section)

  1. Goal Setting (1 hour)
  2. Conditioning the Mind for Success (0.5 hour) (In Master Reference Modules below. PDF eBook - Suggested learning but not required for certification)

Foundation Knowledge

  1. Functional Product / Service / Company Knowledge (F.A.B.) (1 hour)
  2. Competitor Analysis (1 hour)

Prospecting (internal/external)

  1. Profile and Qualify (1 hour)
  2. Key Decision-Maker Roles (1 hour)
  3. Research the Prospect (1 hour)

Central Sales Process - Engage the Customer

  1. ACE Value Selling Model Inside sales (3 hours) OR FAB/TEA Value Selling Model Call Center sales (2.5 hours)
  2. Value Improvement Presentation (2 hours)
  3. Benefit Question - Create Positive Attitudes (1 hour)
  4. Block the Competition Between Calls (1 hour)
  5. Closing Strategies of the Masters (1 hour)
  6. Objection Responding (1.5 hours)
  7. Objection Preventing (1.5 hours)

Central Sales Process - Negotiations

  1. Principled Negotiations (3 hour)

Contacting Prospective Customers (Some courses in this section are optional)

  1. Telephone Cold Calling (1 hour)
  2. Voice Mail Strategies (1 hour)
  3. Networking (1 hour)
  4. Asking for Referrals (1 hour)
  5. Keep In Touch E-mail Contact Series (1 hour)
  6. Teleblitzing (1 hour) (Optional course - not required for certification)
  7. Passive Letter and E-mail Contact Leveraging Series (1 hour) (Optional course - not required for certification)
  8. Interest Mailer and E-mail Contact Leveraging Series (1 hour) (Optional course - not required for certification)

Manage the Process - Sales Planning

  1. Ratio Management (1 hour)
  2. Funnel Management (1 hour)
  3. Time & Territory Management (1 hour) (Optional course - not required for certification for inside and call center staff)

Communicating with Prospective Customers (Some courses in this section required for both paths)

  1. Trust and Rapport Building (1 hour)
  2. Business E-mail Etiquette (1 hour)
  3. Active Listening Skills (1 hour) (Optional course - not required for certification)
  4. Managing Customer Expectations (1 hour) (Optional course - not required for certification)

Resources - Support materials useful for both paths

Recommended curriculum for Outside Sales / Complex Sales / Consultative Value Selling

Personal Preparation for Competitive Selling (Only the Goal Setting course is required in this section)

  1. Goal Setting (1 hour)
  2. Conditioning the Mind for Success (0.5 hour) (In Master Reference Modules below. PDF eBook - Suggested learning but not required for certification)

The VSS incorporates several individual courses including those found in the sections Foundation Knowledge, Prospecting (internal/External) into this Central Sales Process model.

Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) (16 hours)

All modules below are included in the VSS.

    1. Introduction
    2. Profile
    3. Research
    4. Orientation
    5. Symptom
    6. Problem
    7. Effects/Consequence
    8. Criteria/Benefits
    9. Triggering Events
    10. Review Module
    11. Interim Action Plan - Block Competition
    12. Criteria Driven Presentation
    13. Objection Prevention & Response

Central Sales Process - Negotiations

  1. Principled Negotiations (3 hour)

Contacting Prospective Customers (Some courses in this section are optional)

  1. Telephone Cold Calling (1 hour)
  2. Voice Mail Strategies (1 hour)
  3. Networking (1 hour)
  4. Asking for Referrals (1 hour)
  5. Keep In Touch E-mail Contact Series (1 hour)
  6. Teleblitzing (1 hour) (Optional course - not required for certification)
  7. Passive Letter and E-mail Contact Leveraging Series (1 hour) (Optional course - not required for certification)
  8. Interest Mailer and E-mail Contact Leveraging Series (1 hour) (Optional course - not required for certification)

Manage the Process - Sales Planning

  1. Ratio Management (1 hour)
  2. Funnel Management (1 hour)
  3. Time & Territory Management (1 hour)

Communicating with Prospective Customers (Some courses in this section required for both paths)

  1. Trust and Rapport Building (1 hour)
  2. Business E-mail Etiquette (1 hour)
  3. Active Listening Skills (1 hour) (Optional course - not required for certification)
  4. Managing Customer Expectations (1 hour) (Optional course - not required for certification)

Resources - Support materials useful for both paths

Additional Resources

Master Reference Modules (non-interactive lists and resources)

  • 85 Most Common Sales Stopping Objections with Prevention and Response Strategies
  • 53 Step Diagnostic Strategic Sales Plan: with Tactics to implement each step
  • 15 Clues an Account is in Trouble
  • 10 Tips to Building Better Relationships
  • 39 Closing Strategies
  • 6 Strategies to Enhance Customer Satisfaction
  • 8 Question Structures
  • 9 Ways to Reassure the Customer

e-Books and Tools

  • ACE Case Study Worksheet (It is a Microsoft Word doc. Save to your computer. It includes several other courses).
  • Priority Prospect Project (P3) Strategy Session Manual (PDF)
  • P3 two page instruction guide (PDF)
  • Strategic Sales Plan - 116 page manual (PDF)
  • Strategic Sales Plan - 2 page check list (PDF)
  • Conditioning the Mind for Success - 8 page guide (PDF)
  • Prospect Management Spreadsheet (sort capable)
    • Sample Word doc file ABC Co for Spreadsheet. (for ease of use, save in same folder as the Prospect Management Spreadsheet)

Coaching Guides

Coaching guides are available for most of the sales courses. These are limited to sales managers with direct reports, trainers, coaches, team leaders, and sales supervisors.

ACCESS REQUIRMENTS for the coaching materials:

  1. You must be personally registered to take courses on this site.
  2. You must complete the courses with a passing score.
  3. The participants you coach must be registered to take courses on this site.

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