Course Structure
The Professional Selling course employs a number of real world techniques combined with in-person experiences with local business partners to prepare students for a role in sales. Below lists some but not all of the skills students practice during the semester.
Appointment Setting Phone Call
This over-the-phone event pairs students with a sales professional from one of Omaha's local businesses. Through classroom training, students learn to set an in-person meeting using a referral person and respond to objections through a three-step process.
Our partners within the Omaha community help train the students in small group practice sessions in the classroom and receive the live phone calls acting as the prospect. Students assume the role of a business professional, guiding the conversation and closing on an on-site demonstration.
Students gain real-world prospecting and needs discovery experience in a business to business sales situation. The products may vary semester to semester, but the learning transcends industry!
Pitch Competition & Networking Event
Grown from our first competition, we have expanded from classroom to full event.
Students participate in this career style format event. After selecting their top 4 companies, they have an opportunity to give their 60 to 90-second pitch repeatedly for an average score. Their task is to express to our Sponsor Company why they would be a beneficial hire for a management training program in the Omaha location. Successful students have an attention-getting introduction and provide evidence of why they would be a great addition to the team.
Great pitches are unique to each student.
Some tell a story that highlights a skill or ability. Some describe the ideal candidate and then outline what experiences make them that candidate. Some are funny. Some are moving. Some are hard-hitting. A small selection of students even sang or danced to grab the attention of the judges and stand out among their peers – although that isn’t a standard.
Networking happens between sessions. Both student and partner alike enjoy this event as it helps build connections within the Omaha market and provides students with valuable feedback from working professionals.
Professional Selling Role-Play with Professionals
This in-person competition challenges students to prepare for a one-on-one sales interaction.
Working with an industry partner, students are provided a business scenario with a product/service, potential customer, and market briefing. Students, working individually and in teams, prepare a sales plan that includes SPIN-based needs discovery questions and responses to expected objections. Q&A sessions with professionals before hand help reinforce beginning skills and build confidence for the day of the event.
While the students have a plan from the first to last hand-shake, the experience is live so they must be prepared to improvise. The culmination of the competition is a ten-minute meeting with potential customer where the sale can be made if the sales plan is executed.