3R Selling from CSS is the baseline sales training component that provides the foundation for the rest of our selling system. 3R Selling is delivered online in a self-paced, graphical, and highly interactive course, and is supported asynchronously by professional Online Trainers. Graduation is a prerequisite for attendance at CSS sales training workshops.
3R Selling consists of three courses. Salespeople graduate from the program when they have successfully completed all three courses. The courses are a combination of:
- Independent online learning
- A series of real-time/real-client projects with feedback from an Online Trainer
- An online exam
Course Outline...
Pre-Course Questionnaire
Course 1—The End Depends on the Beginning
- Unit 1: Getting Results, Renewals, and Referrals
Unit 2: Dealing with Price Competition
Unit 3: What You Need to Know About Marketing
Unit 4: Hourglass-Method Client Needs Analysis
Unit 5: Luck—When Preparation Meets Opportunity
Unit 6: Getting the Appointment
Unit 7: Stop Spinning Your Wheels on Lousy Prospects
- Course 1 Online Exam
Course 2—Taking It to the Street
- Introduction to Projects
- Project 1 Overview: Find Your Best Prospects
- Project 1: Complete ICP Worksheet
- Project 2 Overview: Prepare Your Approach
- Project 2: Write VBRs and Contracting Monologues
- Project 3 Overview: Secure the Appointment
- Project 3: Get a CNA Appointment
- Project 4 Overview: Prepare Your CNA Topics & Questions
- Project 4: Write Topics and Questions
- Project 5 Overview: Define the Key Marketing Challenges
- Project 5: Complete the NAR
Course 3—Winning the Business
- Unit 1: Be Interactive—Weave Buying and Selling Together
Unit 2: Hot Ideas and Where They Come From
Project 1: BrainStormers’ Briefing
- Project 2: BrainStorming Result
- Project 3: Partner to Select the Top Idea
Unit 3: Building the Marketing Solution
- Project 4: Campaign Planning Form
Unit 4: The No-Surprise Proposal
- Project 5: The No-Surprise Proposal
Unit 5: 3R Selling as a Way of Life
For more information or to register for a class, call 1.800.265.3276 or visit the CSS Online Learning Center.