Program Overview

Executive Education | Jones College of Business

The Jones College of Business at Middle Tennessee State University offers a Professional Selling Masterclass, designed to equip professionals with the tools and strategies needed to excel in sales, relationship management, and customer engagement.

Mastering the Art of Professional Selling

This masterclass is tailored for professionals seeking to influence and inspire, providing actionable insights and techniques to master professional selling. The course covers key areas such as:

• Understanding the sales process and guiding clients through it with confidence
• Developing strong business-to-business and business-to-consumer relationships built on trust and mutual benefit
• Enhancing communication, networking, and professionalism to create lasting impressions
• Mastering customer relationship management (CRM) concepts and utilizing them to drive results
• Building coaching and feedback skills to lead sales teams effectively
• Adopting ethical and professional sales behaviors to uphold integrity in all interactions

Program Details

• Upcoming Dates: March 17, 24
• Price: $2,700
• Delivery: 3 consecutive Mondays; full-day, in-person sessions
• Location: Miller Education Center, 503 E Bell Street, Murfreesboro, TN 37130

Certificate of Professional Selling

Upon completion of this program, participants will receive a Certificate of Professional Selling from MTSU's Jones College of Business, highlighting their accomplishment and demonstrating their expertise in professional selling.

Key Takeaways

This professional selling course provides the skills and knowledge needed to thrive in customer-focused roles, including:

• Navigating the sales process with precision and professionalism
• Building and sustaining business relationships in diverse settings
• Implementing CRM tools to streamline and enhance customer interactions
• Providing constructive coaching and feedback to team members
• Maintaining high ethical standards while achieving sales goals

Target Audience

This program is designed for professionals looking to enhance their selling capabilities and make a greater impact on their organizations, including:

• Business Owners: Gain tools to better engage clients and grow your business
• Sales Professionals: Strengthen your ability to close deals and nurture relationships
• Customer-Facing Staff: Build confidence in representing your organization effectively
• Leaders: Equip yourself with coaching and CRM strategies to drive team success

Instructor

The course is led by Thom Coats, dedicated to bridging the gap between the next generation of business professionals and the competitive corporate world. As the leader of the Center for Professional Selling at Middle Tennessee State University, Thom specializes in teaching professional selling and sales management.

Course Objectives

The Professional Selling Masterclass aims to empower participants to sell effectively and confidently, whether negotiating with clients, presenting to stakeholders, or leading a sales team. Key objectives include:

• Enhancing self-awareness to identify and address personal barriers to effective selling and relationship-building
• Mastering the art of storytelling to connect with customers, communicate value, and inspire trust
• Learning advanced techniques for organizing sales pitches, maintaining client engagement, and delivering your message with clarity and confidence
• Developing strategies to adapt your selling style for diverse customer needs, industries, and dynamic market environments
• Customizing your sales approach by creating a personal action plan for continuous growth and professional development

Non-Credit and Non-Transferable

Jones College of Business Executive Education courses are non-credit, non-transferable professional courses and are not eligible for credit in an academic program at Middle Tennessee State University.