CustomerCentric Selling®
Selling high-value products and services is becoming increasingly competitive, difficult, and expensive. Using a consistent and proven sales process is becoming a prerequisite to achieve revenue goals, increase win rates, minimize losses to ‘no decision’, shorten the sales cycle, improve forecasting accuracy, and reduce the cost of sales. A CustomerCentric Selling® – Professional certification signals that you are prepared to sell professionally in today’s sales environment. Your CustomerCentric Selling® certification proclaims that you have successfully completed the four (4) day workshop curriculum, and have been educated and received experiential training in the following:
• Business Development/Prospecting
• Goal Identification
• Solution Development
• Champion Qualification
• Key Player Calls
• Opportunity Qualification
• Opportunity Control
• Negotiations
We remain committed to your sales success. You should be proud of your accomplishment. We hope you will share it with your coworkers and peers.
Skills / Knowledge
- CCS Sales Process: selling as a series of steps to take a prospect from interest development to closure.
- Goal Identification: how to get a prospect to admit a 'business' goal/problem/issue.
- Solution Development: using an SDP to diagnose a prospects goal with bias toward your offerings capabilities.
- Dealing with the Competition: expanding the GOAL, enhancing the SOLUTION, and using your 'unique capabilities' to change the prospects requirements and set traps for competitors.
- Sales Process Control Letters: how to write them and use them to 'document and confirm' conversations with prospects.
- Negotiating Access To Key Players: how to use undefined proof to obtain access to the Key Players you need to speak with to get your offering sold, funded, and implemented/activated.
- Opportunity Qualification: how to obtain consensus from 'Key Players'.
- Controlling the Sales Process: how to use a mutually agreed to 'Sequence of Events' to control the sales process without attempting to control the buyer.
- Value Justification: How to use a 'Cost Benefit Analysis' to calculate the potential value to the prospect of effectively dealing with their business issue(s) using your offering and the calculation of a potential payback period.
- Negotiation: how to develop and use a 'negotiation worksheet' to withstand requests for discounts and concessions and obtain the best possible price for your offering.
- Proposal Withdrawal: how to take back outstanding proposals in an attempt to get the prospects to reengage and close the sale.