Consultative Sales Certification | Impact Sales Training
Consultative Sales Certification, CSC, define standards, Sales Certification
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Consultative Sales Certification Program

Consultative Sales Certification (CSC)

When people think of certifications, they often think of taking a test. While testing may be a part of certification proving competence is the key to true certification. We will help you define standards around an existing  or new program and will help you determine credentials and accreditation where desired.

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The Consultative Sales Model

Consultative Sales Certification is based on extensive research of top performing sales people in various industries. This research became the basis of the Consultative Sales Model, which is a visual map that we use in the CSC program. Each component of the model represents the core competencies introduced in the program. Participants focus on one core competency per month. Download this tip sheet for an overview of the model and tips from Super Sellers ™.

Businessman standing with lecturer while holding certificate and showing thumb up. They are looking at camera.

Consultative Sales Certification (CSC)

CSC is a proven method for increasing sales relationships and outcomes. Our comprehensive approach to learning ensures that skills are learned, practiced and applied to produce the outcomes that your organization needs.

Complete the CSC Sales IQ Assessment to receive a benchmark

of your current Consultative Sales knowledge.

(Use Survey Code: CSC16)

Blonde businesswoman receiving a certificate after a successful training seminar.

Consultative Sales Certification (CSC)

Consultative Sales Certification (CSC) is a comprehensive approach for enhancing sales capability and performance. Participants concentrate on a specific core competency(PDF) approximately once a month through assessment, e-learning, deliberate application, feedback, coaching and peer collaboration.

  • Background Surveys
  • Consultative Sales Planner (PDF)
  • Skills and knowledge assessments
  • Orientation meeting
  • Monthly independent e-learning courses (link to course descriptions)
  • Application exercises with coaching feedback
  • Web-based communication and collaboration
  • Monthly online group coaching sessions
  • Individual learning guides
  • Coaching guides for managers
  • Certificate of Completion and CSC Designation

[1] Complete Online Skills & Knowledge Assessment

This assessment is used to benchmark your skills and knowledge before and after the program. Your personal coach will help you set specific goals for the program based on your individual results.

 

[2] Orientation & Kick Off

During your orientation meeting, you will meet your coach, receive your learning plan and instructions for accessing your online portal. You will also be introduced to the Consultative Sales Model that is the foundation of this curriculum.

 

[3] Individual e-Learning

We understand that sitting in a classroom is not always the best or most convenient method of learning. Approximately once a month, you will work on e-learning to further develop skills in conjunction with the group or individual training calendar. You will concentrate on one core consultative sales competency at a time and will practice and apply skills in an engaging and interactive format.

 

[4] Individual Application & Coaching

Training is only as effective as it is applied. After completing the monthly e-Learning, you will plan and apply the skills during customer interactions. Then, through your online portal, you will report on your experiences and receive feedback from your coach. This feedback provides valuable insights for moving forward in your sales initiatives based on your specific situations.

 

[5] Coaching & Support

Coaching and support is infused throughout this curriculum. You will have access to your personal coach through your individual dashboard, where you will also access your modules and exercises. You will also attend online group coaching sessions where you will share best practices and review key concepts. We also offer coaching guides for sales managers to support concepts individually as well as agendas for sales meetings to reinforce skills.

 

[6] Communication & Collaboration

You will receive a personal dashboard for the purposes of communicating with coaches and peers, to share best practices, to deploy e-Learning and for group collaboration.

Consultative Sales Certification Modules

Learners focus on one core consultative sales competency a month. Center to knowledge transfer are eight highly interactive and engaging consultative sales modules. Learner focus on one per month followed by deliberate application, real life role play, individual coaching feedback, online coaching meetings and peer collaboration.

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It Takes All Kinds (ITAK)

Learn how to influence, build relationships, gain commitments and improve communication by reading customer styles, understanding your sales style and adjusting your approach to be most effective. Core skills include; behavioral styles, communication and listening.

Consultative Selling – Understanding Needs Positioning Insights of Value

Gain competitive advantage by applying consultative sales methodology. Identify needs and apply solutions specific to each influencer involved in the sales process. Core skills included in this module: Introduction to consultative selling process, listening skills, pre-call planning, in-depth questioning practice, value-added selling.

Speaking Your Customer’s Language

Enhance relationships and understanding by identifying communication styles and applying effective listening and rapport building skills. Core skills included in this session: Interpersonal communication, communication styles, listening, rapport and relationship building.

Expanding Your Business

Analyze and prioritize sales activities to increase market share, grow current accounts and develop new customers. Core skills included in this session: Writing SMART sales objectives, pre-call planning, identifying buying influencers, multi-level selling, networking, prospecting, telephone prospecting and etiquette, pre-call intelligence & research, account and time management, territory planning and account prioritization.

Gaining Commitments

Gain more commitment by eliminating fear , recognize buying signs and appeal to “convincer” strategies to close the sale. Gaining commitments is a natural part of the consultative sales process when applied correctly. Core skills included in this session: Identifying buyer and seller fears, eliminating negative reactions to fear, recognizing buying signs, appealing to convincer strategies and persuasive techniques.

Handling Stalls and Objections

Overcome stalls and customer doubt, get customers who are dragging their feet to make a commitment and learn to quantify value over price.  Core skills included in this session:  Identifying and clarifying stalls, categorizing and overcoming skepticism, indifference and opposition, developing answers to objections based on the correct logic for each, demonstrating value, quantifying cost versus price, handling price objections.

Negotiating for Impact

Develop win-win negotiation plans that produce higher margins, profitability and customer satisfaction. Learn your negotiation style, make better concessions and overcome tactics. Core skills included in this session: Principles of win-win negotiations, planning for successful negotiation outcomes, negotiation styles and preferences, planning for and making concessions, identifying wins for each person, handling common negotiation tactics.

Service from the Inside Out

Enhance customer service and relationship building skills with internal and external customers to provide service beyond expectations. Core skills included in this session: Identifying internal and external customers and customer expectations, listening, responsiveness, identifying needs both expressed and latent, solving problems, telephone follow-up, communicating internally to solve customer issues, handling upset or disappointed customers, cross selling to help customers.