Converting Leads into Sales Certificate

The entire sales landscape has changed dramatically in the last decade. As a result, businesses are seeking new strategies and shifting sales models: pushing for streamlined internal sales processes which require significant changes to roles, skills, technology and organisational structure.

Businesses, and individuals, that learn to thrive in this rapidly changing and dynamic environment can grasp the huge opportunity to dynamically respond to changing customer requirements. Customer centric and internally aligned sales and service models lead the way for a new approach to selling, which genuinely supports customers to purchase products aligned to their needs - increasing trust, loyalty and revenue.

This course has been designed for sales staff at all levels to help you understand, respond and thrive under modern and dynamic sales models. The course covers key concepts vital to understanding and implementing processes which drive competitor advantage and increase market share. The information presented is supported by practical examples, templates and opportunities to develop and practice the skills, aptitudes and concepts needed to successfully sell to today’s savvy consumer in saturated global markets.

The skills, tools and knowledge contained in this course will take you through the essential knowledge, psychology, practical steps and personal development needed to optimise your sales opportunities and convert leads into sales. Worksheets, quizzes, tests and interactive exercises are provided to reinforce and aid your learning.

What you will learn:

  • How sales and service roles have changed and the immense opportunities this presents
  • How to support and manage internet savvy and highly informed modern consumers
  • Why sales people need to reframe products and services as solutions to customer problems
  • How to use effective questioning to qualify leads and gather vital information about needs
  • How to direct the buying journey and successfully input at each stage
  • Simple techniques for resolving objections and ensuring the prospect is ready to close
  • How and why gaining trust is so vital under the influence of social media
  • The concepts of lead scoring and how it is used to optimise effort and maximise profitability

Benefits of taking this course:

  • Feel more confident understanding the psychology, emotions and behaviours of customers
  • Learn how to effectively position appropriate products to upsell and cross-sell
  • Discover how to maintain confident communication when dealing with difficult customers
  • Acquire practical methods to build trust and develop productive relationships
  • Eliminate the fear of asking for commitment and getting sales
  • Develop call structure and customisable templates for multiple correspondence types
  • Enhance and optimise linguistic and conversational skills to aid clear communication

Taking this course will empower individuals and organisations to respond effectively to change and implement dynamic customer-centric sales processes which are ethical, effective and highly profitable.



Course Modules/Lessons

Module 1: How Service Roles have Changed

  • Learn how sales and service roles have changed and the new opportunities this presents for business
  • Understand the relationship between service, selling and upselling.
  • Investigate the benefits of a change in mind-set to step into the new roles
  • Get to grips with the new reality of informed customers and how this impacts business processes

Module 2: Opportunity Spotting

  • Understand the importance of reframing products and services as solutions to customer problems
  • Learn how to use effective questioning to qualify leads and gather vital information about needs
  • Comprehend the differences between upselling and cross-selling with strategies for their effective use
  • Discover how to direct the buying journey and how to successfully input at each stage

Module 3: Customer Relations that Convert

  • Understand the drivers and differences in customer personalities and buying behaviours
  • Learn how to analyse customer behaviours and interpret actions to reveal patterns and styles
  • Discover how to maintain confident communication when dealing with difficult customers
  • Uncover the crucial significance of establishing trust in customer relationships

Module 4: Converting Opportunities into Sales

  • Understand the concept of lead scoring and how it should be used to prioritise your sales efforts
  • Learn why we avoid asking for commitment and discover how to overcome fears and ask for sales
  • Uncover the main reasons cold calling fails and learn how to do it effectively
  • Introduce structure and customisable templates for emails and telephone calls

Module 5: Personal Development

  • Enhance and optimise telephone and conversational skills to aid clear communication
  • Improve telephone etiquette and expand customer rapport development using the telephone
  • Learn about the key areas in which business should focus sales change management efforts
  • Review the changing scope of sales roles within business organisations

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FAQ's

  • Who can take the Converting Leads into Sales Certification course?

    There are no entry requirements to take the course.

  • What is the structure of the course?

    The course is broken down into 5 individual modules. Each module takes between 20 and 90 minutes on average to study. Although students are free to spend as much or as little time as they feel necessary on each module.

  • Where / when can the course be studied?

    The course can be studied study at any time and from any internet connected device

  • Is there a test at the end of the course?

    Once you have completed all 5 modules there is a multiple choice test. The questions will be on a range of topics found within the 5 modules. The test, like the course, is online and can be taken a time and location of your choosing.

  • What is the pass mark for the final test?

    The pass mark for the test is 70%.

  • What happens if a user fails the test?

    If the user doesn’t pass the test first time they will get further opportunities to take the test again after extra study. There are no limits to the number of times a test can be taken.

  • How long does it take to complete the Converting Leads into Sales Certification course?

    We estimate that the course will take about 9 hours to complete in total, plus an additional 30 minutes for the end of course test.