EDAE 639 Instructional Design Alexandra Mockler

Written Objectives
The goal of the applied sales training program is to help new hires develop consultative selling skills to be more productive in their roles as mobile mortgage specialists. The newly developed applied sales training program will contain the following six courses: 1) 2) 3) 4) 5) 6) Strategic Questioning Handling Objections Prospecting booking a meeting with the advisor First meeting with the advisor (Sales Tool: Advisor Profile Worksheet) Planning for the sales call (Sales Tool: Meeting Plan form) Presentation Skills presenting to advisor and client

Primary objectives for each course in the applied sales training program include the following: LWBAT Learners will be able to: 1. LWBAT write strategic questions using the suggested criteria and trigger verbs to formulate the questions. 2. LWBAT apply the consultative questioning skills model when demonstrating how to effectively respond to an objection. 3. LWBAT demonstrate how to book the first advisor meeting in less than a 5 minute telephone conversation. 4. LWBAT demonstrate new knowledge of different sales tools through the completion of sales related worksheets & forms. This will include the Advisor Profile worksheet and Meeting Plan form. 5. LWBAT recite a 10 minute presentation specific to the needs of the advisor and his practice. 6. LWBAT recite a 15-25 minute presentation specific to the clients needs. Specific objectives for course on Strategic Questioning LWBAT Learners will be able to: 1. Identify 3-5 benefits of using the consultative questioning skills model with financial advisors and direct clients. 2. Based on the in-class lecture, describe in 3-5 point form sentences what strategic questions ought to be. 3. Given a list of ten questions, identify which questions are closed-ended and which ones are open-ended. 4. Create two questions for the advisor audience; one is based on factual information; the other question will draw out personal view points and feelings.

EDAE 639 Instructional Design Alexandra Mockler 5. Given a list of randomized trigger verbs, select three verbs to create your own strategic questions. 6. From a role-play scenario, respond to the advisors objection by using a strategic question.