19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification (CSC) in a virtual graduation ceremony on May 16th, 2014. "This was not just an online meeting, but an actual graduation ceremony with presentations from students, faculty and awarding of diplomas," said Jeff Arnold, Executive Director of The Sales Association who delivered the commencement address during the event.
Five members of the Sales Association were awarded Consultative Sales Certification™ (CSC) at the Sales Association National Sales Conference held in Denver, CO. The Sales Association's mission is to connect the professional sales community, providing its members powerful and strategic means to grow professionally and drive profits.
If salespeople focus strictly on product knowledge and sales techniques, they have a one in sixty four chance of connecting with the customer. There are four basic components of an effective sales skills equation. Take away any piece of the equation and you lose a quarter of your sales advantage.
"This training has changed my approach with customers. They aren't just clients, or a sale, or a referral, they are everyday people like each of us. I think I had it in my head before that since I was a floater, I didn't have the opportunity to connect with clients as much as those personal bankers stationed in one location. However, my new approach has, I think, really helped me to achieve a personal level with the customers. I know this because now when I visit a branch, the clients will chat with me and recognize me more so than they would have in the past."
- Bethany P., Personal Banker
"This program has really increased my sales. I look at people in a different way. Once I have figured out how people think, it is easy to sell to them. I use this everyday in my selling. Since, training, I have sold several tractors that I probably would not have if I didn't have it."
- Mitchell B., Crain Tractor & Equipment
|When asking for a commitment, first match the customer, then lean forward. Within 30 seconds the customer should lean forward which indicates confidence. Wait until the customer is sitting or standing confidently before you attempt to close on a commitment.|