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.

  • "When we launched into this training, I didn’t realize the gap there is in terms of how people behave and what sort of information drives decisions like, do they look to people, do they look to data, how quickly do they respond, how do they respond to change, how do they communicate? I didn’t anticipate learning that and yet this is one of the most valuable pieces of the program. As a team, we have talked about behaviors and communication the most because, what a powerful tool to be able to pick those things up and use. I would have never been aware of how people need to take in information until I went through this.”

    Jeff Burch, Director of US Sales, Sashco

  • “We had our best sales year ever as a company and sold more than we ever have in the past. Several of us on the team are veteran salespeople and have good foundations. Yet, you get so wrapped up in your day to day that it is hard to take a step back and say, “How can I do better?” That is something I worked on all year with CSC and I came out of FY14 as a better salesman. The CSC program helped us to consistently focus on the things that matter for driving growth and building solid client and team relationships.”

    Charles Hunter, National Accounts Manager at Sashco.

  • "Our entire team completed certification. This is a very good program. The coaches did a great job of tailoring the coaching to the needs of each person.”

    Torben Caesius, VP Sales, Leman USA

  • "I want to thank you all for the great sales training program!! I learned so much about how to recognize the behavioral styles of my clients and prospects. This has helped me better adjust my approach throughout the sales process. During the course of our training program, I improved my sales and business development consistently. By the year’s end I was awarded “Most Improved Sales Performance” for 2012! I want to thank Mach 1 Global for implementing the CSC program for sales and now our operations personnel to help them understand the process. And thank you, Tom D'Agostino and the CSC team for helping me improve and grow in sales!"

    Marianne Wilson | Vice President Global Accounts Mach 1 Global Services

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 approximately once a month through assessment, e-learning, deliberate application, feedback, coaching and peer collaboration.

What's Included

  • Background Surveys
  • Consultative Sales Planner
  • Skills and knowledge assessments
  • Orientation meeting
  • Monthly independent e-learning courses
  • 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

How it Works

[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

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

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.

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 ™.

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.

  • “The Consultative Sales Certification (CSC) program has significantly helped our team improve their performance. We are finally back to pre-recession sales results and momentum. Because of the success and positive feedback from both seasoned professionals as well as new sales team members, we are implementing this program company-wide for sales team members, sales managers and operational managers. Our team is geographically dispersed, which makes CSC’s blended approach of e-learning, web training and coaching very desirable. We especially appreciate the flexibility of the program and the personal attention that CSC coaches provide to each individual participant. This program is a longterm commitment that is definitely worth the time if you are more concerned about impacting sales performance and results as opposed to just participating in a training program. I highly recommend this program.”

    Jamie Fletcher – CEO – Mach 1 Logistics

Complete the CSC Sales IQ Assessment to receive a benchmark

of your current Consultative Sales knowledge.

(Use Survey Code: CSC16)