25.9.12
This website uses cookies to ensure you get the best experience on our website. Learn more

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.