What Your Sales Team Will Learn
In the CCS® Sales Training and Process Workshop, sales people learn how to execute the key selling skills, including:
• prospecting/business development
• need development
• identification and creation of unique business value
• prospect qualification and disqualification
• sales process control
• negotiation and expectation management
In addition to attending lectures that explain the "how and why," participants start practicing these skills right away in their three (3) in-class labs, their seven (7) role-plays with their CustomerCentric Selling® coach, and in their evening, case-study group assignment.
The case-study assignment (team size: 4 - 6 participants) improves the probability of success for a large "live" opportunity. The participants form or fine-tune specific strategies to better handle an existing, large opportunity using CustomerCentric Selling® tactics and tools. The work culminates on the final day of the seminar with a presentation to the entire group. This component alone has resulted in an immediate return of the program costs for many companies.
This instructor-led seminar is delivered both publicly and to individual organizations. Content can be customized to reflect the client's specific product/service offering and markets.
How Managers Can Implement the Sales Process
In the CCS® Sales Management Workshop, we work with management at all levels to help them define and manage their revenue engines that will enable them to support the implementation of the sales process. This workshop teaches sales executives how to assess and develop the talent of their sales people through coaching, manage to the established sales process, and build and maintain a qualified revenue pipeline. The workshop provides these capabilities for executives at all levels.
How Other Customer Facing and Internal Support Departments
Can Support the Sales Process
A common language and methodology for all internal departments will facilitate the alignment and implementation of the sales process across the organization. We offer training for the inside sales, customer service and professional services departments of the organization. These trainings are focused on a sales process appropriate to each department as it integrates the company wide implementation of the methodology.
How Training Improves Margins
The organization benefits from increased revenues, improved forecasting accuracy, and most importantly, improved margins. Margin improvements typically come from shorter sales cycles, more effective marketing campaigns, and a lower cost of sales management and administration, due to the implementation of repeatable, objective processes.
Click here for more information about our Training Program.
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