Counsellor Salesperson (CSP) Training
- 3 Days
- Starting at $7,995 / participant
Participant materials
- Participation guide
- Salesperson toolkit
- Call planner
- Relating skills development to enable effective management of interpersonal relationships and customer tension within the sales process.
- Discovery skills development to help the sales team understand buyers’ needs, motives, and buying conditions as a prerequisite to creating and presenting a solution.
- Advocating skills will help the team focus on delivering sales presentations that clearly link product recommendations to the needs of the customer.
- Supporting skills will offer the team the opportunity to truly differentiate themselves in the eyes of the customer. This area explores the risks and rewards of post-sale activity, helping the sales team maximize the potential for customer retention and growth.
Certified Sales Leader (CSL) Training
- 17 Weeks
- Starting at $16,000 / participant
Participant materials
- Participation guide
- week 1 - Creating the environment – for SALES SUCCESS
- week 2 - UNDERSTANDING – Your Client
- week 3 - Defining the - SALES STRATEGY
- week 4 - Annual BUSINESS and PROSPECTING Plans
- week 5 - Getting THE BEST – From your Sales Team
- week 6 - Getting THE BEST – From your Sales Team
- week 7 - Improving – POOR SALES PERFORMANCE
- week 8 - Sales COACHING, MINDSET and CULTURE
- week 9 - Sales – ROLE PLAYS
- week 10 - How to Run an Effective – SALES MEETING
- week 11 - How to Run Effective – 1:1’s
- week 12 - COMPENSATION
- week 13 - HIRING
- week 14 - ON-BOARDING - for Success
- week 15 - CRM
- week 16 - FORECASTING
- week 17 - Bringing it all - TOGETHER
Negotiation Training
Participant materials
- 5 Half-days
- Starting at $5,995 / participant
- Participation guide
- Prepare: Identify potential value; Begin to understand interests; Develop fact-based lists (must haves; negotiable items; cost and pricing worksheets)
- Information Exchange and Validation: Discovering and creating value; Assess interests/needs for fit; Build rapport and trust
- Bargain: Create and distribute value; Address interests and needs; Make and manage concessions
- Conclude: Capture Value; Confirm interests and needs have been met; Express gratitude
- Execute: Expand value; Address changing interests and needs; Strengthen relationships; Expand network
