Onsite Programs - Sales Training and Sales Consulting

The Counselor Salesperson - CSP Training

Description:

The Counselor Salesperson is a foundational consultative sales training course that builds the skills and professionalism to sell, create, and maintain lasting sales relationships in competitive markets. The sales skills course introduces sales effectiveness as a definable and manageable consultative process in which there is a win/win interaction between the buyer and the seller.

Going to market with unique, high-quality products and services is no longer enough to create a sustainable advantage. Succeeding in today’s no-nonsense business environment requires a sales force that can respond to customers’ business needs, priorities, and interests better than the competition. That means that salespeople must be able to quickly discover and understand the business issues related to strategy execution. And it all begins with a consultative selling approach — working closely with customers to solve real business problems.

Taking a Counselor Approach to sales is about understanding “the business of the business” so you can help customers solve real business problems. Simply put, people love to buy, but they hate to be sold. CSP enables salespeople to differentiate themselves by demonstrating that they have what it takes to help execute business strategy, not just make another sale.

Program Detail:

Counselor Salesperson covers four key skill areas that, when combined, form the consultative selling model:

• Relating: Earning the customer’s confidence — and ultimately, trust — by demonstrating the credibility to help problem solve.

• Discovery: Truly understanding a customer’s needs, motives, and buying situation before discussing feasible solutions

• Advocating: Presenting well thought-out solution recommendations linked directly to business strategy

• Supporting: Maximizing the potential for customer loyalty by enhancing the relationship post-sale through value creation before, during, and after implementation.

LSA understands that many organizations have virtual, widely dispersed sales forces. We also appreciate that sales managers are facing unprecedented bottom-line pressures. That’s why we work closely with each customer to determine which learning methods will likely get the best results given your sales goals and unique situation. Counselor Sales Person is made up of distinct, yet integrated, core sales modules that can be delivered in the classroom, online, or using a combination of conventional and electronic delivery.

To ensure that the learning experience is reinforced and enabled back on the job, we encourage customers to incorporate just-in-time job aids, such as sales reinforcement tools and sales resources.

Target Audience:

Sales professionals, sales managers, and consultant.

To speak with an LSA Expert and learn about program customization and delivery options onsite at your company, please contact us.