MasterLink Training - Herzing University

MasterLink Training• Course Length: 1 day• Prerequisite: NoneOvercoming Objections and Nailing the Sale• Course Length: 1 day• Prerequisite: NoneUsing the Telephone as a Sales ToolMost sales professionals are always looking for ways toovercome customer objections and close the sale. This workshopwill help participants plan, prepare, and execute proposalsand presentations that address customer concerns, reducethe number of objections encountered, and improve battingaverages in closing the sale.• Course Code: SSOO• Contact Hours: 6.5• Course Length: 1 day• Prerequisite: NoneProspecting for Leads Like a ProProspecting is the key to sales success. Success today is a resultof the prospecting done six months ago. In this workshop,participants will become skilled at networking and learn the80/20 rule. After the workshop, participants will know whoto target and how to target them, and they will rememberto do some prospecting every day through warming up coldcalls, following up on leads, or networking. Participants willalso build a personal prospecting plan to ensure the future byplanting seeds daily.• Course Code: SSPL• Contact Hours: 6.5• Course Length: 1 day• Prerequisite: NoneSelling SmarterIt’s no secret that selling has changed in recent years. This isan exciting and dynamic profession, yet it is one of the mostunderrated and misunderstood, at least in recent years. Theback-slapping sleazy, joke-telling huckster has disappeared,and there is a new generation of sales professionals—highlytrained and groomed, with the characteristics of honesty,trustworthiness, and competence. Broadly defined, today’stop salespeople are in the business of identifying needs andpersuading potential customers to respond favorably to anidea that will result in mutual satisfaction for both the buyerand the seller. This workshop will help participants developthese skills, enabling them to sell smarter.• Course Code: SSSS• Contact Hours: 6.5We never stop learning how to improve our selling skills.Virtually everybody in sales today sells over the phoneat least part of the time. Perhaps it is time to evaluate howyou use the telephone and where it fits into your sales andmarketing mix. The telephone can supplement, enhance, andsometimes replace other means of marketing and selling. Thispersonal approach can dramatically increase sales success.This workshop will help participants hone their communicationskills as well as their ability to persuade and personalize eachsales call to the person and situation.• Course Code: SSUT• Contact Hours: 6.5• Course Length: 1 day• Prerequisite: NoneBusiness Soft Skills CoursesSupervisors and ManagersThe ABCs of Supervising OthersThis workshop is for new supervisors or people interested in asupervisory position as well as those who are lead hands or parttimesupervisors without a great deal of authority. This workshop isdesigned to help participants overcome many of the supervisoryproblems encountered in the first few weeks as a boss. Dealingwith the many problems a new supervisor encounters isn’t easy,but it doesn’t have to lead to discouragement.• Course Code: SSABC• Contact Hours: 13.0• Course Length: 2 days• Prerequisite: NoneBusiness Leadership:Becoming Management MaterialThis three-day workshop will help participants learn how tomaster Peter Senge’s five disciplines, add Kouzes and Posner’sfive practices to their life, build trust with their employees,develop key management skills, including change management,time management, critical thinking, delegation, problemsolving, presentation strategies, communications, strategicplanning, and feedback techniques, and use Robert Cialdini’ssix influence strategies to their advantage.Summer 2012• 16Visit our website at www.herzing.edu