Chapter 12: CustomerCentric Selling®
Companies that benefit most from CSS®’s approach are those that sell high-value solutions to sophisticated buyers, and require a high-degree of collaboration between the buyer and seller to drive mutual success. CCS® teaches a salesperson to relate his or her offering to the buyer in a way that will allow the buyer to visualize using it to achieve a goal, solve a problem, or satisfy a need. The approach makes sense for sales professionals who must identify problems and guide the customer through a decision process that will result in the proper solution and value creation.
CCS® features a number of success stories, case studies and videos, which help describe each client’s challenges, solution and the solution’s impact. Most featured clients come from mid-market companies that sell high-value, sophisticated solutions.
CCS® has been named to Trainingindustry.com’s “Top 20 Sales Training Companies” list for each of the past six years, which is an impressive accomplishment.
As its name suggests, CustomerCentric Selling® is the company’s flagship program. Participants learn a methodology and skills that align the way they sell with the way their customers buy. The core learning is delivered through customized workshops where participants learn to execute the eight crucial aspects of the CSS® approach:
In class, participants first learn the “how and why” of CSS® from their instructor, but spend the vast majority of the time practicing these skills through in-class labs and role-plays. They begin to apply the methodology and tools in an evening group case study assignment that culminates with a presentation to the entire group on the final day of the workshop. This item alone has resulted in an immediate return of the program costs for many companies.
CSS® offers several programs to reinforce or build on its core methodology. These include:
CSS® delivers its programs to clients around the world through live instructor-led public and private workshops and through its extensive network of certified business partners and consultants.
CCS® helps its clients adopt its way of selling by defining and implementing their organizational sales process, from market awareness to sales techniques to sales improvement and ultimately, sales success. CSS® also offers tools to help make permanent patterns learned from its training, such as My CCS® Coach and My CCS® Coach To-Go.
There are many outstanding sales training companies to choose from. The key is to find the one that is the best fit for you. Look for a company that serves clients with similar characteristics and with similar challenges to what you are trying to solve. Also, make sure that the nature of the methodology or skills will make sense for your salespeople, your customers and your organization. As you vet and screen potential providers, also look deeper at the provider’s clients’ customers to see if they resemble your customers. This gives you another dimension to determine suitability. You should also carefully vet trainers to ensure they can relate to your people and will have unassailable credibility.
This comprehensive 62 page eBook will answer every single question you have ever had about sales training.
Included in this guide to sales training methodologies from top training companies - we detail their approach, features, benefits of their sales training programs. Plus templates, budget worksheets, and more - all to help you identify your sales training needs and the right sales training companies to help you.
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