Sales professionals today are dedicated to their customers. They know their customers, share their successes, and help them work through challenges as partners. They work to understand their clients’ needs, discovering and providing solutions through a customer-centric lens. They focus on increasing numbers of appointments set, reducing buyer objections, and increasing commitments that build a sustainable business.
Through relationship selling, sales professionals can create authentic client-centered relationships that build trust, foster loyalty, and make it possible to meet or exceed goals and quotas.
All courses are held at the UT Conference Center, downtown Knoxville, unless otherwise noted.
Program requirements: 3 courses/21 hours to complete the certificate.

Program Objectives:

1. Create and demonstrate sales strategies that move the buying process forward

The information a sales professional uncovers is truly the heart of the sale. What you uncover in this step determines how successful you’ll be in providing value and solutions to the customer. You must have this information before you start talking about your products and services. Learn to pinpoint what customers want, need, and why they want and need it.

2. Use methods to establish a connection and gain access with customers

Establishing a relationship with the customer that fosters trust is crucial and should happen quickly. We’ll identify ways to enhance the relationship, get attention, and set the stage with the customer in a positive way.

3. Construct solutions with the customer that bring value

Now that you know what is important to the customer, you can tailor fit what the customer wants and needs and increase the value of what you present. This will make you unique in the customer’s mind, set you apart from a crowded marketplace, and reduce the amount of possible objections that may arise.

4. Eliminate and or overcome buyer objections

Sales professionals need to identify, address, and respond to obstacles, hesitations, and barriers to moving forward in the sales process. You’ll specifically learn to identify points of agreement with the buyer to lower any resistance the buyer might have, apply a process to identify hidden objections, and respond to the most common objections with confidence.

5. Learn methods to gain commitment and close the sale

Professional sales is not about manipulation. It’s skillfully executing the sales process in a way that allows the customer to buy rather than being sold. You’ll learn to determine if the customer is positively or negatively evaluating your products and services before you ask for their business. You’ll also learn to create a sense of urgency for the customer to make a decision in a positive, professional way.