Fechas
In an era of rapid changes, where the market and customer expectations constantly evolve, sales professionals face the challenge of enhancing their skills to remain leaders. Being adaptable and proficient in sales techniques becomes essential for those who aspire to excel in the competitive commercial world. It is crucial that individuals, regardless of the company they work for, stay up-to-date with the most effective sales methodologies and develop innovative approaches that allow them to stand out in the market.
This program addresses these needs, offering in-depth knowledge of modern sales. It provides professionals with the necessary tools to understand and apply best practices in prospecting, negotiation, closing, and post-sales service, integrating strategies that cultivate loyalty and sustained growth. This learning is vital for those who wish to drive significant improvement in their professional development, perfecting their sales skills and ensuring a positive impact on their careers.
Blended learning
45 hours
Virtual classes take place on Tuesdays and Thursdays from 6:00 PM to 8:00 PM. In-person classes are held on Saturdays from 8:30 AM to 12:30 PM. Each session covers 2 hours; totaling 4 hours per day.
$690 plus VAT
Learning Objectives
- Analyze prospecting techniques to efficiently identify and qualify potential customers, optimizing the effectiveness of the sales cycle.
- Understand how personal style and emotional management influence negotiations to achieve beneficial agreements.
- Evaluate buying signals and manage objections to improve sales closing skills and commercial performance.
- Design post-sales strategies that increase customer loyalty and promote long-lasting business relationships.
Content
Sales Strategies and Negotiation
Client Prospecting
This section focuses on developing strategies and skills for identifying areas of agreement in negotiations, with a focus on identifying and qualifying prospects using market segmentation strategies and ideal client profiles. Practical methods for connecting with potential clients are taught, and techniques for qualifying prospects using clear criteria are offered, thus optimizing the sales process and increasing conversion rates through an efficient and targeted approach.
Effective Negotiation Tactics
This section delves into negotiation skills, emphasizing personal style and emotional management. Participants discover how their style influences negotiations and learn strategies to adapt their approach to various situations. Effective emotional management is presented as key to negotiating with confidence and skill, aiming to improve outcomes and achieve beneficial agreements.
Effective Closures and Customer Loyalty
Sales Closing Techniques
This section focuses on perfecting sales closing techniques, providing participants with the necessary skills to successfully conclude transactions. Effective methods for detecting buying signals and addressing final objections are explored, along with the use of persuasion tactics to ensure closure. It includes the development of attractive proposals, the management of complex negotiations, and the building of trust with clients to guarantee success in the sales process.
Customer Loyalty Strategies and Long-term Relationships
This section emphasizes the critical importance of post-sales service, training in effective methods to ensure customer loyalty and retention. The clinic highlights learning strategies for providing outstanding support, effectively resolving incidents, and maintaining constant and positive interaction with the client. It also covers managing negative feedback, service personalization, and developing loyalty programs, all aimed at enhancing customer satisfaction, promoting repeat business and referrals.
Extracurricular Activities
Supplementary Talks
Aligned with USFQ's Liberal Arts philosophy, where all areas of knowledge hold equal importance and contribute to the development of understanding, this program includes virtual talks on various current topics of interest. These are open to the general public or are part of other programs. This space enriches the academic content of the program, and attendance is optional.
Business Forum
The business forum is a virtual meeting space for students and panelists—entrepreneurs, business leaders, professors, and experts—to share their perspectives, trends, and best practices. The forums are scheduled according to the annual calendar, and students from non-degree programs and master’s programs of the School of Business participate.
Activities
This program includes various activities, such as presentations, practical exercises for the real-world application of the concepts presented, workshops, discussions, and more. The program uses an active, participatory, and critical methodology that connects theory with practice. Students must access the virtual platform Desire to Learn (D2L), utilize study resources, and complete virtual activities. Access to the D2L platform is available from the start of the program until one month after its completion.