The Professional Sales Institute of Houston (PSI)  is a state wide outreach program designed to provide vocational services to recently released inmates on the processes and techniques involved in developing a sales or sales related career. PSI’s career/job preparedness training will provide sales and sales related communication and interaction skill sets as well as customer and workplace etiquette techniques. For those re-entering into the workplace after certification, our target is to find employment for no less than 75% of those who have received a passing grade after completing the course objectives. Below is our curriculum:
Module One – How to Develop Pre-Call Strategies before the Sales Call/Thinking and Behavioral Styles – #101
a.        Objective/Purpose of each Program
c. Theory/Lab Externship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of Time required for Completion
- One week
f. Class Prerequisites - None
g. Type of degree awarded
- Certificate upon completion.
Module Two –Effective Cold Calling for Customer Acquisition- #201
a.        Objective/Purpose of each Program
Students will successfully master the technique and overcome the fear of cold calling/prospecting. Benefit statements will be used to open selling opportunities and build customer relationships. Students will understand how to find the decision maker, apply techniques for how to anticipate and overcome obstacles hindering the progress of selling and building customer relationships. How to build a relationship with customers, how to keep a customer first attitude, how to visualize your goals for the client, the value of honesty in sales and the understanding of customers needs prior to the cold call will be addressed. Students will also learn tips and techniques for effective territory routing, how to build a customer base, how to build customer referrals and how to use technology to increase call capacity.
b. Identifying Number – #201.
c. Theory/Lab Externship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours
- 2 total clock hours
e. Length of Time required for Completion
- One week
f. Class Prerequisites – #101
g. Type of degree awarded
- Certificate upon completion.
Module Three – Handling Objections of Customers -Â #301
a.        Objective/Purpose of each Program
Students will learn and apply techniques for overcoming customer objections, misunderstandings and concerns. Students will understand motives behind the objection and why objections are good during the sales process. How to manage irate client objections will also be addressed. Students will also learn and apply proven techniques for common sales objections. Students will analyze common buyer types and personalities, customer motives behind common objections and listening techniques for overcoming objectives in a sales call.  Students will also participate in case study examinations, role plays and learn how to apply appropriate techniques in handling objections in small group settings.
b. Identifying Number – #301
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours
- 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101,#201
g. Type of degree awarded
- Certificate upon completion
Module Four – Customer Need Assessments – #401
a.        Objective/Purpose of each Program
Students will illustrate how and when to use open and close end questioning techniques to uncover customer needs. Students will understand how to guide and control sales conversations using questions, how to get the decision maker engaged in the sales call, and learn how to build customer credibility, rapport and trust with new and existing business relationships. Students will learn and apply listening techniques, explore how to acquire budget related information from clients/ prospects and compare new forms of selling versus the sales models and techniques of the past. Students will know how and when to sell the product or service and when not to.   Students will also participate in case study examinations, role plays and conduct actual needs assessments in small group settings.
b. Identifying Number – #401
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101, #201, #301
g. Type of degree awarded
- Certificate upon completion
Module Five – Closing the Sale - #501
a.        Objective/Purpose of each Program
Students will understand the techniques for how to overcome the fear of closing. Students will set the stage for effective closing and will learn principles for effective trial closing. Students will match closing approaches with buyer personalities. Students will turn client needs into successful realities and how to service the customer after the sale, thereby developing lifetime customers. Students will be skilled in differentiating between effective and ineffective closing techniques and how to differentiate one’s self from the sales competition. Students will also participate in case study examinations, role plays and conduct actual closing techniques in small group settings. Customer service tools of the trade will also be explained.
b. Identifying Number – #501
c.. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101, #201, #301, #401,
g. Type of degree awarded
- Certificate upon completion
Module Six – Effective Oral and Written Presentations – #601
a.        Objective/Purpose of each Program
Students will learn how write and present effective presentations. Students will understand how to be persuasive and dynamic in written and oral presentations. Students will learn how to use product features and benefits in the presentation. Students will apply the tips and techniques of speaking with power, enthusiasm and persuasion. The selling value of the product verse price. Student will also see and understand the need for customer return on investment. How to articulate “hard benefits” versus “soft benefits” to satisfy customer needs and the needs of the entire company. Students will learn how to integrate the close, need assessment information and product info into the sales presentation. Strategies for making an impact on the sales floor How to handle objections during the delivery of your presentation will be taught.
b. Identifying Number – #601
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites  - #101, #201, #301, #401, #501
PSI Curriculum
The Professional Sales Institute of Houston (PSI)  is a state wide outreach program designed to provide vocational services to recently released inmates on the processes and techniques involved in developing a sales or sales related career. PSI’s career/job preparedness training will provide sales and sales related communication and interaction skill sets as well as customer and workplace etiquette techniques. For those re-entering into the workplace after certification, our target is to find employment for no less than 75% of those who have received a passing grade after completing the course objectives. Below is our curriculum:
Module One – How to Develop Pre-Call Strategies before the Sales Call/Thinking and Behavioral Styles – #101
a.        Objective/Purpose of each Program
Students will learn how to prepare for the sales call in advance of the call, set personal and professional goals and how to position you for success in a sales career. Students will learn the The *selling cycle* and a review of the overall course objectives for the semester will be presented. Students will also spend time examining effective pre-call strategies and the Interest stage of the selling cycle. . Students will also spend time examining how to make a strong first impression and learn of their own thinking and behavioral styles using DiSC © Personal Profile Systems .  Students will then learn how to promote and apply proper workplace behaviors and customer etiquette skills based upon their own thinking and behavior style. Students will prepare for regular and effective interactions with co-workers and supervisors. Students will also discuss and learn the benefits of creative thinking, problem solving and productivity.
b. Identifying Number – #101.
c. Theory/Lab Externship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of Time required for Completion
- One week
f. Class Prerequisites - None
g. Type of degree awarded
- Certificate upon completion.
Module Two – Effective Cold Calling for Customer Acquisition - #201
a.        Objective/Purpose of each Program
Students will successfully master the technique and overcome the fear of cold calling/prospecting. Benefit statements will be used to open selling opportunities and build customer relationships. Students will understand how to find the decision maker, apply techniques for how to anticipate and overcome obstacles hindering the progress of selling and building customer relationships. How to build a relationship with customers, how to keep a customer first attitude, how to visualize your goals for the client, the value of honesty in sales and the understanding of customers needs prior to the cold call will be addressed. Students will also learn tips and techniques for effective territory routing, how to build a customer base, how to build customer referrals and how to use technology to increase call capacity.
b. Identifying Number – #201.
c. Theory/Lab Externship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours
- 2 total clock hours
e. Length of Time required for Completion
- One week
f. Class Prerequisites – #101
g. Type of degree awarded
- Certificate upon completion.
Module Three – Handling Objections of Customers -Â #301
a.        Objective/Purpose of each Program
Students will learn and apply techniques for overcoming customer objections, misunderstandings and concerns. Students will understand motives behind the objection and why objections are good during the sales process. How to manage irate client objections will also be addressed. Students will also learn and apply proven techniques for common sales objections. Students will analyze common buyer types and personalities, customer motives behind common objections and listening techniques for overcoming objectives in a sales call.  Students will also participate in case study examinations, role plays and learn how to apply appropriate techniques in handling objections in small group settings.
b. Identifying Number – #301
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours
- 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101,#201
g. Type of degree awarded
- Certificate upon completion
Module Four – Customer Need Assessments – #401
a.        Objective/Purpose of each Program
Students will illustrate how and when to use open and close end questioning techniques to uncover customer needs. Students will understand how to guide and control sales conversations using questions, how to get the decision maker engaged in the sales call, and learn how to build customer credibility, rapport and trust with new and existing business relationships. Students will learn and apply listening techniques, explore how to acquire budget related information from clients/ prospects and compare new forms of selling versus the sales models and techniques of the past. Students will know how and when to sell the product or service and when not to.   Students will also participate in case study examinations, role plays and conduct actual needs assessments in small group settings.
b. Identifying Number – #401
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101, #201, #301
g. Type of degree awarded
- Certificate upon completion
Module Five – Closing the Sale - #501
a.        Objective/Purpose of each Program
Students will understand the techniques for how to overcome the fear of closing. Students will set the stage for effective closing and will learn principles for effective trial closing. Students will match closing approaches with buyer personalities. Students will turn client needs into successful realities and how to service the customer after the sale, thereby developing lifetime customers. Students will be skilled in differentiating between effective and ineffective closing techniques and how to differentiate one’s self from the sales competition. Students will also participate in case study examinations, role plays and conduct actual closing techniques in small group settings. Customer service tools of the trade will also be explained.
b. Identifying Number – #501
c.. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites – #101, #201, #301, #401,
g. Type of degree awarded
- Certificate upon completion
Module Six – Effective Oral and Written Presentations – #601
a.        Objective/Purpose of each Program
Students will learn how write and present effective presentations. Students will understand how to be persuasive and dynamic in written and oral presentations. Students will learn how to use product features and benefits in the presentation. Students will apply the tips and techniques of speaking with power, enthusiasm and persuasion. The selling value of the product verse price. Student will also see and understand the need for customer return on investment. How to articulate “hard benefits” versus “soft benefits” to satisfy customer needs and the needs of the entire company. Students will learn how to integrate the close, need assessment information and product info into the sales presentation. Strategies for making an impact on the sales floor How to handle objections during the delivery of your presentation will be taught.
b. Identifying Number – #601
c. Theory/Lab Extern ship Contact Hours and Total Clock Hours
- One (1.0) hour theory
- One (1.0) lab
d. Total Clock Hours – 2 total clock hours
e. Length of time required for completion.
- One week
f. Class Prerequisites  - #101, #201, #301, #401, #501
g. Type of degree awarded
- Certificate upon completion