Mastering Sales: A Toolkit for Success
Join the Mastering Sales: A Toolkit for Success online course and acquire research-based formulas to become adept at sales through knowledge and discipline.
Online
10 Weeks
2,825 USD Quick Facts
| Medium Of Instructions | Mode Of Learning | Mode Of Delivery |
|---|---|---|
| English | Self Study, Virtual Classroom | Video and Text Based |
Course Overview
During the ten weeks Mastering Sales: A Toolkit for Success program, salespersons will build on their existing skills and methodologies to learn best practices for sales. This is a high-performance-based online course, during which candidates will get to interact with global sales leaders and get to push their learning process through an exclusive sales toolkit.
The Kellogg Mastering Sales: A Toolkit for Success course focuses on creating high-impact sellers through knowledge, discipline, and skill. The training curriculum derives from the Kellogg Sales Institute’s research to teach practical and proven techniques to drive sales. Moreover, the candidate’s learning will be complemented by a sales toolkit with over 30 cutting-edge sales tools.
The online course on Mastering Sales: A Toolkit for Success by Emeritus has an expert instructor from the Kellogg School of Management along with a distinguished panel of guest speakers. Besides, it provides practical learning and enrichment through industry interactions, peer review sessions, and personal assessment opportunities.
The Highlights
- Kellogg Sales Institute
- Digital certificate of completion
- Online course
- Ten-weeks program
- Sales toolkit
- Peer feedback
- Exercises and projects
- Guest speakers
- Live training sessions
Programme Offerings
- Completely online learning
- Live Instructor-led Sessions
- Peer feedback and review
- Regular exercise
- Capstone Project
- Access to sales toolkit
- mobile app
- industry interaction
- Certificate of completion.
Courses and Certificate Fees
| Certificate Availability | Certificate Providing Authority |
|---|---|
| yes | Kellogg School of Management, Evanston |
Mastering Sales: A Toolkit for Success fee structure :
| Head | Amount |
| Original fees | US $2,775 |
| Discounted fees | US $2,359 |
Eligibility Criteria
After successful completion of the Mastering Sales: A Toolkit for Success program, candidates will receive a verified digital certificate by Kellogg Executive Education in their mail.
What you will learn
Candidates who enroll in the Mastering Sales: A Toolkit for Success online program will learn the following during the course:
- Proven techniques for becoming an effective salesperson, based on industry interactions with B2B and B2C companies and Kellogg Sales Institute’s research
- Acquire best practices for training, managing, recruiting and building sales teams
- Learn industry-oriented lessons that you can apply in practice
- Use more than 30 sales tools and build a personal Sales Toolkit to guide your sales process.
- Get a roadmap for developing lasting and meaningful habits for you and your team.
Who it is for
The Mastering Sales Course by Emeritus is for all professionals involved in the sales or business development function of organizations. However, sales, negotiation, and persuasion strategies can come in handy for all. Therefore any professional can take this course. It is ideal for:
- Sales managers looking to coach their team and build a high-performance sales team
- Business leaders who want to expand their influence and persuasion skills
- Professionals making a career shift into sales from another role
- Entrepreneurs looking to create a sales team and acquire customers
- Business development professionals who manage relationships
Admission Details
Step 1. To take admission in the Mastering Sales: A Toolkit for Success course by Emeritus, visit the official Emeritus webpage.
Step 2. Next, select the option to “Apply Now” by scrolling down to the bottom of the page.
Step 3. This option will lead you to the sign-up page, where you have to create an Emeritus user account. If you already have an account, log in.
Step 4. After registering or logging in, pay the program fee specified by Emeritus. You can choose out of three payment options.
Step 5. Once you pay the fee, your registration is complete, and you can begin the course on the joining date.
Application Details
To register for Mastering Sales: A Toolkit for Success online training, there is no application form. In its stead, Emeritus has a sign-up procedure which is mandatory to enroll for the course. You can sign up as a user and deposit the course fees to get registered.
The Syllabus
- Differentiate between knowledge, skill and discipline.
- Assess how knowledge, skill and discipline work together to influence performance and mindset.
- Discuss personal deliberate practice techniques.
- Write a sales goal using the SMARTTSS process.
- Plan the steps to implement and support your sales goal.
- Apply the 2X2 Feedback™ Tool.
- Construct a personalized system for performance improvement using the five-part scaffold
- Identify components of a meeting agenda.
- Discuss AI prompts that assist in building meeting agendas.
- Determine the difference between surface-level and connection questions.
- Create connection questions.
- Revise the sales meeting agenda.
- Execute pivots that maintain meeting momentum and reinforce meeting value.
- Discuss personalized closing strategies and post-meeting communication that reinforce your professional brand.
- Discuss additions of subdisciplines to plan for a future sales meeting guided by the Sales Meeting Agenda Tool.
- Plan meeting strategy changes for virtual settings.
- Construct a complete meeting plan — from preparation through follow-up.
- Define your personal pursuit checklist.
- Build a personalized preparatory plan using a tailored Proactive Pursuit Checklist Tool.
- Develop a prospecting script.Discuss revisions to the prospecting script.
- Develop your network preparation plan with the Network Every Week Tool.
- Differentiate between effective and ineffective networking actions in the first two gears of a conversation.
- Apply the four gears of a networking conversation.
- Construct a networking plan and an outreach plan for current and future networking.
- Discuss the role of connection and discovery questions in sales.
- Assess buyer readiness with qualifying questions.
- Design impact questions tailored to specific client contexts.
- Identify the levels of listening.
- Formulate layered questions that drive conversations deeper.
- Integrate active listening and objection-handling tools in a client scenario.
- Match stories to the curation category.
- Curate stories from personal and professional experiences to fit various clients.
- Construct your origin story.
- Revise a constructed story to use the five C’s of the Story Canvas Tool.
- Use AI to revise a constructed story to improve clarity, length and emotional impact.
- Build a Story Matrix™ with the What’s Your Story?™ and Story Canvas Tools
- Build a personalized sales toolkit to implement immediately.
- Differentiate between standing out and breaking through.
- Design a presentation plan using the six preparation disciplines: goals, audience, structure, expert moves, opening and closing and practice.
- Reflect on how the persuasive techniques enhance audience engagement.
- Design or redesign a slide deck using the three visual impact tools: hip-pocket frameworks, art and slides.
- Construct a presentation aligned with the Present With Panache™ Tool and evaluation frameworks.
- Apply preparation strategies to team meetings.
- Apply the Process Leader and Perspective Leader roles to a team meeting.
- Apply the Six Rules of Engagement to plan team behavior in a meeting.
- Identify where a deal is stuck.
- Differentiate between a stuck and a dead deal.
- Discuss strategies to unstick a deal.
- Match deal-stalling factors to deal-unstalling strategies.
- Create a reusable and personal Get Deals Unstuck and Closing Checklist™ Tool
- Document your weekly habits in nine energy categories.
- Plan targeted actions that enhance positive energy sources and address areas of depletion.
- State a recurring negative thought or emotion.
- State a transformative question to a recurring negative thought or emotion.
- Apply the Bounce phase to a setback through transitioning the negative label into positive momentum.
- Apply the Back phase to move forward after a setback.
- Set immediate and stretch goals using the SMART and SMARTSS frameworks to achieve growth after setbacks.
- Create a personalized, sales-focused resilience plan that applies the Bounce Back Better™ Tool to transform setbacks into actionable growth strategies.
- Analyze how your personal brand affects your career.
- Identify the style and substance in your current personal brand.
- Balance the style and substance in your personal brand.
- Define the building blocks of your personal brand.
- Create your brand statement.
- Match the sales tool to the seller’s journey.
- Build a personally branded sales toolkit.
- Match the sales tools to a cohesive personal brand strategy.
Evaluation process
Candidates have to appear for a certification exam at the end of the Mastering Sales: A Toolkit for Success course and secure at least 80% marks to pass. They will only get the digital certificate graded as ‘Passed’ if they secure a minimum of 80% marks.
Instructors
Kellogg School of Management, Evanston Frequently Asked Questions (FAQ's)
The course is a 10-week course that requires approximately 4-6 hours of effort per week. The course contents are spread across ten modules.
Entrepreneurs or sales professionals who are looking to learn the nuances of persuasion and the importance of sales in brand building will benefit significantly from the contents of this course.
Every student will learn to apply over 30 tools and will build a personal sales toolkit. In addition to this, fireside chats with global sales leaders will give the students a better perspective towards being a successful sales executive.
The course begins with modules on Targeting, Lead Generation, and Presenting. Modules on utilizing the sales toolkit and building a sales culture are also a part of the program.
Upon completion, the course taker will receive a verified digital certification of completion, the requirement for which is that the student should attain the minimum pass percentage (80%).