Enhancing Individual Performance Through MCA eLearningWelcome to MCA eLearning! These courses are a powerful tool for individual sales development, offering a flexible and accessible way to enhance skills and knowledge. Each course provide individuals on your team with targeted training on key areas like asking the right questions to uncover needs, positioning a compelling sell or upsell, and overcoming objections. Format: · Individual, self-paced training · Video lectures by Cindy Novotny introduce essential selling and upselling strategies · Engaging interactive activities and exercises to reinforce key concepts · Course completion in approximately 45 minutes · Individuals can start a course at any time, pause as needed, and then resume exactly where they left off · Includes performance testing and measurement to ensure expected outcomes Our eLearning allows individuals to progress at their own pace, ensuring they can focus on areas where they need the most improvement for more effective and personalized learning experiences. Purposes & Uses: · Onboarding new staff · Bringing individuals up to speed who missed previous MCA in-person training · Re-training for individuals with specific needs · Refreshing skills for those returning to the workforce The convenience of accessing courses anytime and from anywhere supports continuous learning, which not only boosts individual performance and career growth but also reinforces property-specific training. Additionally, eLearning ensures that new team members start with a solid foundation from the beginning, helping them integrate more smoothly and contribute effectively. The courses can be completed in any order. To begin, just click on "Get Started Now" below to open the course. If you have any questions or need technical assistance, please contact MCA at +1.949.589.6137.
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| Prospecting with Purpose: Where to Begin |  | 45 Min | |
| Prospecting with Purpose: Research Phase | | 45 Min | |
| Prospecting With Purpose: Outreach Phase | | 45 Min | |
| Uncovering Customer Needs The Probing Process | | 45 Min | |
| Creating Customized Solutions Using F.A.B. Statements | | 45 Min | |
| Handling Objections | | 45 Min |
 | Prospecting with Purpose: Where to Begin Length: 45 Min | This module starts at the beginning of the sales process and focuses on where and how to begin your prospecting efforts: -Understanding the difference between prospecting and sales -Using the prospecting “road map” to find the “right person”, the “right path” and the “right thing to say” -Finding new business from existing, new and old/dead business -How to prioritize and plan your prospecting time |
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 | Prospecting with Purpose: Research Phase Length: 45 Min | This module focuses on the first of three steps for effective new business development – the research phase. We will look at what differentiates the activities in this phase of prospecting from the others. Specifically, we will focus on how and where to look to find potential customers and how to effectively research and gather information about them. We will discuss strategies to go after the business you want by keeping your pipeline full. |
 | Prospecting With Purpose: Outreach Phase Length: 45 Min | This module focuses on step two of effective new business development – the outreach stage. We will look at how to create compelling messages when reaching out to prospects. And how to get their attention using different avenues – voicemail, email and social media. We’ll also tackle how get past the gatekeeper and the personal barriers that get in the way of effective prospecting. |
 | Uncovering Customer Needs The Probing Process Length: 45 Min | Once you have an appointment to speak to a new prospect, do you have what it takes to keep them interested? During your initial sales calls or inquiry calls, the nature of your communication should be based on broad, open-ended questions that get the customer talking about themselves and what is important to them. In this module we will introduce the Probing Process to guide you through this initial inquiry and how to effectively uncover your customer’s needs. |
 | Creating Customized Solutions Using F.A.B. Statements Length: 45 Min | F.A.B. Statements are at the heart of what makes you an effective salesperson. It is the formula that links the positive attributes of what you are selling with the fulfillment of your customer’s needs. In this module we will talk about how to create personalized F.A.B. statements for proposals, sales presentations or site visits, as well as RFPs. These compelling sales statements will clearly articulate how you are uniquely positioned to meet the specific needs of your customers. |
 | Handling Objections Length: 45 Min | Objections are a natural part of the buying process. Clients object when an expectation was not met. You must work through their hesitations, so they are comfortable moving forward. In this module we will introduce a communication tool called L.E.A.P.® that will encourage you to listen more carefully to and create more dialogue with your customers to work through their concerns and objections, so you can move past “no” and close more business. |
| For technical support on these courses, please call +1-949-589-6137 Within the US: 8am - 5pm Pacific Time Zone or Contact info@masterconnection.com |