Content Knowledge Mastery Certification

Upon completion of Sales Training International's prescribed LearnSellingOnline.com Advanced Sales Training curriculum and meeting other qualifications as noted below, the student will be awarded a certificate testifying to this accomplishment. This certificate provides formal recognition of your accomplishments.

"Master Sales Specialist"

For this level certification, the candidate must complete all designated required courses with a minimum of 70% passing grade on each of the tests following each course within a 24 months of the initial test score. Courses and tests may be re-taken.

E-mail info@saleshelp.com with "LSO certificate request" in the subject line and we will e-mail your certificate to you. There is no additional charge to receive the certificate.

Both options below are considered the ADVANCED Curriculum. You may choose either column. If you choose the VSS PROSPECT Model side, you may also access any of the individual courses at no additional charge.
Advanced Curriculum
Certified Master Sales Specialist

Certified Master Sales Specialist

A.C.E. Value Selling Model
[ACE path]

This path separates the individual courses for ease of selection and reinforcement.

The ACE Value Selling Model is an excellent choice for straight forward products or services.

The ACE model can be used in-person, over the phone, or communicating electronically.

Certified Master Sales Specialist

Value Selling Strategies P.R.O.S.P.E.C.T. Model
[VSS path]

This path combines several of the individual courses into a suite which then creates a strategic sales interviewing process. It has several major closing strategies designed into the model.

This is the most versatile of the value selling models. It is used for both small ticket items and multi-million dollar sales done in-person, over the phone, or electronically.

Personal Preparation for Competitive Selling (Required for both paths)

  1. Goal Setting
  2. Conditioning the Mind for Success (PDF - Suggested learning but not required)

Foundation Knowledge [ACE path]

  1. Functional Product / Service / Company Knowledge (F.A.B.)
  2. Competitor Analysis

Foundation Knowledge [VSS path]

  1. Functional Product Knowledge - Included in Research module of VSS below
  2. Competitor Analysis - Included in Research module of VSS below

Prospecting (internal/external) [ACE path]

  1. Profile and Qualify
  2. Key Decision-Maker Roles
  3. Research the Prospect

Prospecting (internal/external) [VSS path]

  1. Profile and Qualify - Included in Profile module of VSS below
  2. Key Decision-Maker Roles - Included in Profile module of VSS below
  3. Research the Prospect - Included in Research module of VSS below

Central Sales Process - Engage the Customer [ACE path]

 

  1. ACE Value Selling Model
  2. Value Improvement Presentation
  3. Benefit Question - Create Positive Attitudes
  4. Block the Competition Between Calls
  5. Closing Strategies of the Masters
  6. Objection Responding
  7. Objection Preventing

Central Sales Process - Engage the Customer [VSS path]

Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)

All modules below are linked from within the VSS.

    1. Profile
    2. Research
    3. Orientation
    4. Symptom
    5. Problem
    6. Effects/Consequence
    7. Criteria/Benefits
    8. Triggering Events
    9. Review Module
    10. Interim Action Plan
    11. Criteria Driven Presentation
    12. Objection Prevention & Response

Contacting Prospective Customers (Required for both paths)

  1. Telephone Cold Calling
  2. Voice Mail Strategies
  3. Networking
  4. Asking for Referrals
  5. Keep In Touch E-mail Contact Series
  6. Teleblitzing (Optional course - not required for certification)
  7. Passive Letter and E-mail Contact Leveraging Series (Optional course - not required for certification)
  8. Interest Mailer and E-mail Contact Leveraging Series (Optional course - not required for certification)

Manage the Process - Sales Planning (Required for both paths)

  1. Ratio Management
  2. Funnel Management
  3. Time & Territory Management

Communicating with Prospective Customers (Required for both paths)

  1. Trust and Rapport Building
  2. Business E-mail Etiquette
  3. Active Listening Skills (Optional course - not required for certification)
  4. Managing Customer Expectations (Optional course - not required for certification)




For additional information call us (800) 551-SELL, (281) 367-5599
or send us your request using e-mail info@saleshelp.com
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