Refresh your Sales Process: CustomerCentric Selling® Refresher: "What do you do when...?" Workshop
This instructor-led workshop is a refresher session to aid in the ongoing adoption and execution of the CustomerCentric Selling® (CCS™) process. The agenda is divided into two sections. The first section includes a review/refresher of the CCS™ process. The second section is customized to address the Sales Manager's performance observations as well as the sales reps' specific interests and difficulties they experience throughout the sales cycle. The workshop content consists of lecture, group discussion, skill-practice and in-class exercises culminating in a plan for how to overcome the top 5-10 selling difficulties through the application of CustomerCentric Selling® and its Core Concepts.The highlights of this session are as follows:
- Prior to the workshop, participants will be asked to identify and rank:
- The topics/steps in the sales cycle that they would like to review
- The selling difficulties they experience by answering the "What do you do when...?" question
- During the workshop, participants will be involved in a:
- Refresher of the CCS™ process
- Review and discussion of the Top 10 "What do you do when...?" questions and the instuctor's observations/conclusions
- Discussion on how to address the selling difficulties and improve performance
- Review of, and individual/group plans for, the CCS™ selling skills reinforcement workshops
Who Would Attend:
Sales Executives and Managers
Salespeople
Pre-sales and Post-sales Support
Professional Services
Duration:
One day
Key Benefits:
Reinforcement of the CCS™ process
Identification of selling difficulties and skill gaps
Actionable performance improvement plans