Sales Essentials Course

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Overview

In our Sales Essentials Course, you will improve your selling techniques and processes to increase sales and customer retention. The course is 6-weeks long and is suited for entrepreneurs who are looking to align their sales efforts with their social impact mission and values.

What You Will Learn

Unit

Topics Covered
Introduction
  • Look at different sales interactions and what’s working and not working
  • Discuss how you want to show up in the sales process
  • Define what values you want to convey in the sales process
Cultivating Relationships
  • Gain an understanding of how effective sales strategies start with building a relationship with the customer
  • Learn how to build trust and nurture customer relationships through a consultative sales process
  • Develop a customer intake questionnaire to assess customer fit
Demonstrating Value
  • Discuss how to articulate your value proposition in the sales process
  • Learn how to overcome customer objections in the sales process
  • Develop a value proposition positioning statement and responses to frequently asked questions
Defining Your Sales Process
  • Learn how to map out your sales process
  • Discuss ways to improve sales through automation, marketing, education, and other methods
  • Map out your sales process(es) and identify areas for improvement
Tracking Your Customer Data
  • Learn the benefits of using a customer relationship management system to track customer data
  • Discuss how to choose a customer relationship management system and what data elements are relevant
  • Identify the customer data elements you want to track and how you want to track them
Growing Your Sales Team
  • Gain an understanding of when it makes sense to start building a sales team
  • Learn how a sales manual can help you keep your sales strategy organized and prepare for building a sales team
  • Develop a sales manual to document your sales strategies

Prerequisites

Must be making sales to customers or have letters of intent for sales to potential customers, have a basic website and social media for your business, and have an up-to-date business plan.

Commit to Building Your Business

Average time commitment for our Sales Essentials Course is 8 hours / week dedicated to building your business, and includes the following weekly activities:

Title

Weekly Activity Weekly Commitment
Background Materials
  • Series of required background readings and videos on each unit to be completed online prior to the weekly workshop sessions
  • Describes concepts and their applications in developing a business

1-2 hours / week

Workshops
  • Weekly workshop sessions led by an expert instructor
  • Lecture and discussion on background materials, group activities, and reflection

2 hours / week

Business Development Activities
  • Weekly activities focused on your business development
  • Apply concepts learned in background materials and workshops

3-4 hours / week

Peer Mentoring
  • Weekly video conference with small peer group of other entrepreneurs in your course
  • Present weekly business development activities and receive constructive feedback from peers

1 hour / week

Meet Your Mentors

Bosko Kante

Bosko Kante

Instructor

Online

Course Dates

Our Sales Essentials Course is offered during the following times.

Online

Enrollment Period Program Dates Application Deadline
Winter, 2021 February 18 - March 25, 2021 September 4, 2020
Spring / Summer, 2021 June 7 - July 19, 2021 January 8, 2021
Spring / Summer, 2021 June 10 - July 15, 2021 January 8, 2021
Fall, 2021 September 20 - October 25, 2021 April 30, 2021
Fall, 2021 September 23 - October 28, 2021 April 30, 2021

Apply for Our Academy

To take our Sales Essentials Course, you must be enrolled in our Academy.

Our Academy is a year-long entrepreneurship certificate program to support small business owners in creating plans, improving operations, accessing capital, and developing leadership capabilities to build resilient businesses with social impact.

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