Course Content
Lesson 4 – Ethical Sales, Qualification & Client Conversations
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Professional Sales in the Debt Relief Industry
SECTION 1 – REFRAMING SALES IN DEBT RELIEF
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Lesson 4
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What Sales Is (and Is Not)
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Why Ethical Sales Matter
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The Consultant–Sales Hybrid Role
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Learning Outcomes
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Sales Ground Rules
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Reflection Prompt
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Section Summary
SECTION 2 – QUALIFICATION FUNDAMENTALS
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Purpose of Qualification
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Core Qualification Questions
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Debt Qualification
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Income Qualification
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Housing & Assets in Sales Calls
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Marital Status & Dependents
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Red Flags in Qualification
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Asking Follow-Up Questions
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Student Loans & Special Debts
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Prior Insolvency Filings
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Qualification Reflection
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Qualification Summary
SECTION 3 – MANAGING SALES MOMENTUM
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Ethical Momentum
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Addressing Hesitation
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Avoiding High-Pressure Tactics
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Setting Next Steps Clearly
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Transitioning to LIT Referrals
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Handling Objections Professionally
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Documentation of Sales Conversations
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Momentum Reflection
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Momentum Summary
SECTION 4 – PROFESSIONALISM & COMPLIANCE IN SALES
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Compliance in Sales
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Language to Avoid
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Language to Use
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Handling Emotional Clients
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Escalation During Sales Calls
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Sales Compliance Reflection
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Professionalism Summary
SECTION 5 – LESSON 4 CONSOLIDATION
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Lesson 4 Key Takeaways
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Readiness Check
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Knowledge Check Instructions
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Transition to Lesson 5
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