If salespeople focus strictly on product knowledge and sales techniques, they have a one in sixty four chance of connecting with the customer. There are four basic components of an effective sales skills equation. Take away any piece of the equation and you lose a quarter of your sales advantage.
Sales process? You just get out there and sell, right? It’s true that top salespeople make it seem that easy. Yet, if you dissect their game plan, you would likely find that they have a clearly defined process, one that helps guide their strategy and behavior.
"The [CSC] curriculum is by far the most popular sales training program that The University has offered to the local business community. The feedback from students is terrific both in terms of content and instructors."
- Paul H., University of Wisconsin
"Since the class I find myself asking a lot more open-ended questions. I have found that by doing this I am better able to serve my customers and really figure out their needs. Before the class, I was very uncomfortable with stalls and objections; however, now I feel much more confident. I have achieved over 300% of goals for new relationships and new deposit dollars."
- James S., New Accounts Representative
|In the consultative sales process vs. traditional, more time is spent on gaining commitments throughout the sale rather than focusing on traditional closing methods.|