Imagine a national sales meeting where there is no pre-conference agenda, no planned speakers or breakouts, yet there are several pertinent presentations and everyone's needs are met. Does this sound like a riddle? It's not. It's an "Un-Conference", a forum where every participant has an opportunity to share and gain in a collaborative, efficient, real time, dynamic and even organized setting.
Much like the days of starting with the “product pitch” are long gone, so are the days of starting client conversations with a firing line of questions. Yet, it happens every day. Well-intentioned salespeople use a myriad of questions to uncover needs designed so they can position value. On the other side of the table – frustration, impatience and perceived irrelevance to the client’s business situation.
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.
"The [CSC] curriculum is by far the most popular sales training program that The University has offered to the local business community. The feedback from students is terrific both in terms of content and instructors."
- Paul H., University of Wisconsin
"This program [CSC] has revolutionized the way I run my business. Thank you!"
- Mike W., Georgia Tractor
|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.|