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.
"The class really made me evaluate my service skills, and today I have been very mindful of how I talk with customers, especially on the phone. I used to be afraid to make recommendations and referrals to customers but I find them coming naturally as I am aware of more opportunities. Knowledge of other areas within the bank has helped me gain confidence to make referrals. I have exceeded my referral goals three months in a row now! Thank you!"
- Jenny B., Teller
"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
|Simply acting on buying signs will close the majority of sales. Closing signs include: When the buyer leans forward, when the buyer asks specific questions, the customer gives you verbal or visual acceptance signs (such as asking you to explain something again, or nodding in agreement.)|