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Essential Mentoring Techniques: Mentoring Fundamentals

Overview/Description Mentoring can benefit everyone. Mentor relationships, whether formal or informal, are a key to enabling success in both our personal and professional lives. Facilitated mentoring programs offered by organizations can lead to employees acquiring knowledge and expertise more efficiently. These programs also offer other benefits, such as increasing employee retention and work productivity. The mentor relationship helps mentees work out what they want to achieve and how to get there, while benefiting the mentor in the capacity as a role model. Mentors are much more than...

Essential Selling Skills: Closing the Sale

Overview/Description One of the most difficult steps in any sales effort is securing the sale. When is the best time to ask for the order? What if the prospect doesn't seem interested or challenges the merits of your proposal? This course demonstrates how to leverage your value proposition in the final stages of the sales process, so you can present it in the most effective way possible. It discusses how to time your closing, and presents strategies for successfully closing the sale. The course also examines how objections function within the closing process and provides an analysis of how to...

Essential Selling Skills: Mastering Cold Calling

Overview/Description Cold calling is a fundamental part of sales. However, it's also one of the most difficult skills to master. How do you get past the gatekeepers and ensure you reach the right people? What should you say when you do? How can you counter objections? This course provides a strategic approach to cold calling, including how to time your calls effectively and how to handle gatekeepers. It demonstrates how to develop succinct and persuasive messaging to help ensure successful calls. And it provides instruction on how to overcome some of the most challenging objections and how to...

Essential Selling Skills: Qualifying Sales Prospects

Overview/Description Qualifying sales prospects or leads is an essential step in the sales cycle. Before you begin extolling the virtues of your product or solution, you need to ensure that it's something the prospect needs and is in a position to buy. The most effective way to do this is through a strategic discovery or qualification meeting designed to elicit important details from your prospects, such as their current business realities and challenges, available resources, and what success looks like to them. This course describes how to plan for such a meeting, as well as how to conduct...

Essential Skills for Professional Telephone Calls

Overview/Description Virtually every single company in the global economy uses the telephone for at least a part of their business. For many organizations, the telephone is the primary form of communication with customers, clients, and colleagues. And with virtual work environments established as a modern business practice, business telephone etiquette is more important than ever to your success as an employee and the success of your organization. This course introduces the essential skills for professional telephone usage. It covers best practices for making and receiving telephone calls,...

Essentials of Interviewing and Hiring: Behavioral Interview Techniques

Overview/Description Behavioral-based interviewing is becoming the norm as people realize its effectiveness in predicting what a candidate's behavior and performance are likely to be in the position for which they are interviewing. In behavioral interviews, you ask questions that get the candidates to describe how they handled real situations in the past. This enables you to find out not just what the candidates did but how they did it. Candidates can then be assessed based on actual behaviors that are related to the competencies for the job, rather than on possible or potential behaviors or...

Essentials of Interviewing and Hiring: Conducting an Effective Interview

Overview/Description Proper preparation is crucial to ensure a good interview. But all your preparation will be useless if you don't follow some important guidelines when conducting the employment interview. Opening the interview properly and establishing a sound format are key. You must also be mindful of the functions of different question types and styles so you can use them effectively during an interview. Finally, you will want to close the interview on a positive note. This course describes how to proceed with a face-to-face to interview. It covers how to open an interview well, what...

Essentials of Interviewing and Hiring: Preparing to Interview

Overview/Description Conducting effective interviews is as much an art as it is a science. You need to use your instinct and discernment, but solid preparation is equally important. Preparing properly helps you evaluate candidates accurately and fairly, helps to create a positive impression, and shows that you are professional. It can also help you avoid common errors such as talking too much, or asking close-ended questions that tell you little about the candidate. Proper preparation can help you avoid legal troubles as well. This course covers key issues to consider when preparing to...

Essentials of Interviewing and Hiring: Screening Applicants for Interviewing

Overview/Description Finding the right person for the job takes a lot of work, and much of this work is done prior to the actual interview. Before you can even start looking for candidates, you need to create a description of the job you want to fill. How would you interview someone if you didn't know the responsibilities required for the job? A good job description, based on a thorough job analysis, will help you evaluate applicants' resumes effectively. You'll be able to compare the resumes against the requirements in the description and make effective decisions about who should be...

Essentials of Interviewing and Hiring: Selecting the Right Candidate

Overview/Description Selecting the final candidate for a job requires careful attention. Even though you're getting close to the end of the hiring process, you can't simply coast now. You need to manage the decision-making process in a disciplined and intelligent way. It's important to remain objective when assessing candidates, drawing on job-related data, rather than letting personal biases steer you away from your hiring criteria. Following a logical system in making your decision will mean you find the candidate who will make a strong contribution to your organization. This course...

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