To compliment our Sales Team Mentoring, Custom Sales Process Development and Custom Sales Strategy Development services we offer a comprehensive Consultative Sales Professional coaching programme.
A key part of the programme is our two day workshop. Most CSP workshops are conducted for a single client's sales team. We also offer mixed client workshops when these are initiated by one of our business partners.
Please contact us to discuss your specific requirements.
Current training programme ratings
At the end of every workshop on the programme we ask attendees to rate our performance and the quality of the training on a feedback form. You can click on the small image on the right to see our average ratings to date. We are very proud of our current scores but are continually reviewing and upgrading all aspects of our coaching to further improve client satisfaction. (Average scores last updated February 2008)
Programme costs
Training programmes are typically customised to meet your requirements. We have a number of modules that we can select from after we have met with you and assessed the exact requirements of your team and sales environment.
We will conduct CSP training programmes anywhere in New Zealand or Australia. We may charge for travel costs but we do not charge for accommodation or other incurred expenses. Prices are quoted excluding GST or sale tax and bookings are generally non refundable. To ensure a high level of satisfaction. Workshop numbers are usually limited to a maximum of 12 attendees.
Programme detail
The following is a quick snap shot of what the SalesFish Consultative Sales Professional coaching program provides.
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 I focus on teaching processes and actvities that can be integrated into your existing sales operations.
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 (monologue) - sales opening (dialogue) - consultative discovery process - solution value building - projected results assessment - proof/demonstration of concept - initial order - further business and sevice delivery.
The coaching covers best practice ideas and activities in each of these areas. The time and emphasis on each of the above is tailored to meet the attendees sales environments.
The CSP (Consultative Sales Professional) program includes the following:
Pre-workshop
Attendees are set the following tasks:
- Complete a product profiling sheet on a single key product or service (as detailed in the manual)
- Competing a CRAShtm (Client Research and Analysis Sheet) on a specific client (as detailed in the manual)
- Some students may opt to read the SalesFish companion training manual.The manual is designed to be a reference guide that we hope you will keep on your desk for many years after the course.
Two day workshop.
The workshop consists of a number of approximately 1 hour tutorials and workshop exercises.
The tutorials are instructor lead discussions on best practice theory and logic of the CSP sales process with a firm focus on practical implementation.
The exercises include:
- Further development of product profile sheet for use in the worshops and as valuable a post course the course.
- Developing references so that they can be used in different formats for use, verbally, on websites, and in marketing collateral. An exercise in warm calling carefully profiled prospects, or fielding a sales inquiry)
- Consultative discovery process with the client.
- Solution value building & projected results assessment with the client.
The cost of the above described program is $998 per person. Of course
if you are calculating your ROI for doing this course you will also
need to factor in the cost of being out of the office for two days.
Post workshop CSP adoption.
"The definition of insanity is to keep on doing the same things and expecting the results to change."
Post workshop reviews and activities are designed to assist Sales Managers in ensuring that the CSP methodolgy is efficiently adopted by your sales staff. At this stage we can assist you to fine tune the CSP methodolgy to your sales environment. Careful attention is paid to implementing accurate milestone forecasting, etc
A review and assessment is conducted on the internal sales support resources that your organisation provides to ensure that when your sales staff are in the field they are as efficient and proficient as possible. In addition we can review your CRM strategy and make recommendations on how to maximise this as an effective tool to increase sales revenues.
Ongoing and mentoring
SalesFish supplies a range of sales performance coaching and mentoring services tailored to meet the requirements of you and your
staff.
"Liam, I am really pleased that I made the decision to attend your
Consultative Sales Professional two day workshop.
In establishing and growing the new business, one of the focuses for
increasing our revenues has been to grow our client base.
The most valuable part of the CSP training for me, has proved to be the
warm-call prospecting workshop. My meeting acquisition rate is now currently over 50%."
- Andrew Johnson, Managing Director, Macro Ltd.
www.macro.net.nz
