Many older style sales coaching programmes focus on psychoanalizing
and psycho-managing customers emotiive purchasing triggers...
CSP training does not! The CSP methodology is very focused on Business to Business sales environments where purchasing decisions are
more likely to be based on robust business strategies. CSP training helps the consultative sales person discover and
develop sound, detailed and compelling R.O.I strategies with clients.
Most sales coaching programmes are based around a single central very good idea or concept that is simple and attractive to market to prospective clients...
CSP training is based around several good ideas and concepts. It combines elements of Process Selling, Customer Relationship Selling and Personal Marketing into a cohesive process.
The CSP selling methodology recognises that a sale is made at the conclusion of a number of steps and that there must be a value exchange at each step in the process.
Broadly defined these steps are:
- Marketing
- Lead and inquiry generation
- Sales opening
- Consultative discovery process
- solution value building
- projected results assessment
- proof/demonstration of concept
- initial order - further business and sevice delivery.
Most sales coaching programmes focus on what to do when you visit the customer...
CSP training covers all activities that take place between lead generation and how to reward your client after the sale.
Most sales coaching attempts to cover all types of selling scenarios regardless of whether they are retail selling environments, or corporate environments selling simple 'boxes" or complex solutions...
CSP training only focuses on B2B (Business-to-Business) solution selling. if you need retail sales or box selling skills we are not going to be much help.
Most sales coaching focuses on giving you a wide range of skills that could be likened to giving you the ingredients and leaving you to invent the recipe...
CSP provides the skills and step x step processes akin to giving you both the ingredients and the recipe.
Most coaching courses provide you with a skeleton manual when you arrive at the course. This is typically little more than an excellent list of action bullet points to guide the course and serve as a reminder of what you learnt for use after the course...
Everyone who registers for the CSP coaching receives the extensive CSP coaching course book/manual two weeks before the course. Instead of working through the book page by page during the course, the time on the course is covered by instructor lead discussions and workshops.
Most sales coaching courses focus on skills and techniques that are hard to remember day to day...
It is an essential objective that sales coaching does not provide just
short
term gains in sales. The key to compounding the gain you
get from sales coaching over an infinite period of time, is not
to focus on teaching traditional sales skills (Most attendees already
have good relationship and sales skills). Instead we focus on coaching processes and actvities that can be
integrated into your sales operations. CSP coaching processes provide life long habits and improvements in sales earnings.
Many sales coaching books and manual are written by academics...
SalesFish, 'The Consultative Selling Professional' was written from 17 years of field experience in IT and Telco sales. Every suggestion in this manual has been applied and refined in the field by the author.
Many two day workshops in Australasia cost as much as $1,750.00...
CSP typically deliver not just a two day workshop but a complete sales training programe for much less than this.
