Course Description

Language of Instruction:English|Category: Sales Management: Business & Professional; Sales 2.0

This interactive course is meant for business owners and entrepreneurs who want to increase their sales and profits and learn how to leverage the power of the web and technology. The course includes two aspects: Traditional Sales and Sales 2.0. The full course is divided into 3 phases which will encompass the following features:

• Introduction to traditional methods that you can use to create a successful comprehensive sales and profit system that will improve your cash flow and profit margin, increase your sales conversions and sales and generate more lead opportunities your business
• Introduction to fundamentals of consultative selling
• Understanding Sales 2.0 ideas, strategies, tactics and tools
• Better understanding of your current web presence and digital image
• Evaluating your company website
• Introducing social media (Twitter, Linkedin & Facebook) and new media (your blog, podcasts, and videos)
• Sharing specific ideas to improve your website, company brand, online reputation, social and new media presence.
• Show you how to create a comprehensive sales, web and profit action plan to drive more sales and profits for your company

Teaching Methodology and Assessment:

Lecture, Instructor PowerPoint presentations, Discussion, Socratic Methodology, Question & Answer, Quizzes & Surveys, Role Play, Real Life Business Experiences, Student Oral Presentations, Creative Exercises, Online Communication DNA Profile, Out of Class Projects (accessing your sales activity, scheduling an appointment via the telephone, conducting a first call appointment (online & face-to-face), conducting or participating in an online networking session, creating or improving website, improving your web, and social and new media presence.

(Optional): Online first call, networking, podcast presentation and demonstration.

Requirements by Clayton State University Continuing Education Certificate and IACET CEUs: Sales 2.0 Course Criteria:

• 80% attendance
• Active participation in class (question-answer sessions and role plays)
• Completed evaluation for the course
• Satisfactory passing grade for all exams/quizzes may be administered and graded to assess the student’s ability
• (Optional )Passing the final exam with a 70%, 75%, 80%. .. or better will be an indicator of successful learning
• Real Life Application of Lessons Learned and Tangible Business Results of Improved Sales & Profit

Why should you enroll for this course:

This course is for people who want to learn how to apply the web to their sales and profit system!

Sales 2.0 target audience includes B2B business owners and entrepreneurs who want to accomplish the following:

• Create a comprehensive sales and profit system for their company
• Desire to improve their current or new website
• Desire to improve their social media efforts (ie. Twitter, Linkedin & Facebook) to improve sales, marketing and profitability
• Desire to improve their new media efforts (ie. blog, podcast and video) to improve sales, marketing and profitability
• Want to learn new sales and marketing ideas, strategies, tactics and tools

What’s in the course:

• 50 LIVE online classes
• 12 hours (online classes) + 1 hour (Internet Radio Show) + 1 hour (First Call Appointment)
• Course Material: Online Sales and Profit Calculator, Quizzes, and Surveys

Course outline:

Phase One – Building a Comprehensive Sales and Profit System: (10+ classes)

• Class 1 : Ten Critical Questions to Increase Your Sales and Profits ( Personal Questions, Communication DNA, Business Questions, Industry Questions, Marketing Questions, Sales Questions, Keywords etc.) (Part 1, Part 2 & 3)
• Class 2 : Successful Business Formulas To Increase Sales and Profits Part 1 & 2 (Ideas on lead generation, sales conversion, sales and profit margin) and Is Your Business a Hobby, Job or Profitable Enterprise?
• class 3 : Communication DNA – Understanding How Your Communication Style Impacts Your Sales Success
• Class 4: Understanding The Buyer and The Seller Process
• Class 5 : Increasing Cash Flow, Controlling Costs, Reducing Expenses and Improving Profits
• Class 6 : Sales Conversion-Converting Prospects Into Clients and Customers
• Class 7 : Increasing Sales
• Class 8 : Improving Lead Generation

Phase Two – Consultative Selling: Connecting, Engaging and Improving the Client Experience: (8 - 10 Sessions)

• Class 1 : Consultative Selling – Creating a Winning Open Selling Statement and Elevator Pitch for Referrals and
• Class 2 : Consultative Selling – How to Use the Telephone Schedule the First Appointment
• Class3 : Consultative Selling – The Sale Is Made On The First Appointment, Part 1
• Class 4: Consultative Selling – The Sale Is Made On The First Appointment, Part 2
• Class 5 : Consultative Selling- The Sale Is Made On The First Appointment, Part 3
• Class 6: Consultative Selling – Overcoming Objections
• Class 7: Consultative Selling – Asking for Referrals and Conducting a Telephone Client Survey
• Class 8: Consultative Selling- Solution Presentation and Closing The Deal

Phase Three – Sales 2.0: Maximizing the Web to Increase Sales and Improve Profits: (24+ Sessions)

(Optional – If a student does not takes Phase 1 – add Ten Critical Questions to Increase Your Sales, Successful Business Formulas To Increase Sales, Understanding The Buyer and The Seller Process and Profits and Profits eWeb2Sales & Profit Methodology classes)

• Class 1 : Sales 2.0 Overview: How The Web Can Increase Sales and Profits – Why Business Should Embrace The Web to Improve Sales and Profits – Seven Ways to Increase Sales and Profits Using the Web (for Free) Part 1, 2 & 3
• Class 2: Discovering Your Web Presence and How To Improve Your Company Website To Increase Sales and Profits (Part 1)
• Class 3 : Discovering Your Web Presence and How To Improve Your Company Website To Increase Sales and Profits (Part 2) Creating a Winning Web Page to Generate More Sales & Profits (Part 3)
• Class 4: Increasing Sales and Profits by Maximizing Social Media
• Class 5: Maximizing The Power of Twitter To Increase Sales and Profits
• Class 6 : Maximizing The Power of Linkedin To Increase Sales and Profits
• Class 7 : Maximizing The Power of Facebook To Increase Sales and Profits Google Plus
• Class 8 : Maximizing The Power of Social Networks and Book Marketing Websites Sales and Profits
• Class 9 : Maximizing New Media To Increase Sales and Profits
• Class 10 : Maximizing the Power of Blogging To Increase Sales and Profits
• Class 11 : Maximizing the Power of Podcasting To Increase Sales and Profits
• Class 12 : Maximizing the Power of Videos To Increase Sales and Profits
• Class 13 : The Basics of Online Promotion and Improving Your Online Reputation
• Class 14 : Online Google Tools and Other Sales-Web Tools To Increase Sales and Profits
• Class 15 : Conducting Online First Appointments to Increase Sales and Profits
• Class 16 : Conducting Online Networking Sessions to Increase Sales and Profits
• Class 17 : Sales 2.0 – Improving Cash Flow, Profit Margin and Profits
• Class 18 : Sales 2.0 – Sales Conversion Improving Lead Generation
• Class 19: Sales 2.0 – Increasing Sales
• Class 20 : Sales 2.0 – Lead Generation
• Class 21 : Creating Sales, Web and Profit Action Plan – Celebrating Our Accomplishments and Achievements

About the instructor:

Kenneth Darryl Brown is a Sales 2.0 Coach. He is a trainer and consultant who has successfully trained many business owners and entrepreneurs who were able to improve their organization’s profit and sale system.