
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...
Course 1—The End Depends on the Beginning
Getting Results, Renewals, and Referrals
Dealing with Price Competition
What You Need to Know About Marketing
Hourglass-Method Client Needs Analysis
Luck—When Preparation Meets Opportunity
Getting the Appointment
Stop Spinning Your Wheels on Lousy Prospects
Course 2—Taking It to the Street
Find Your Best Prospects
Prepare Your Approach
Secure the Appointment
Prepare Topics and Questions
Conduct the Hourglass-Method CNA
Course 3—Winning the Business
Be Interactive—Weave Buying and Selling Together
Hot Ideas and Where They Come From
Prepare BrainStormers’ Briefing
Submit BrainStorming Results
Partner with Prospect to Select the Top Idea
Building the Marketing Solution
Complete the Campaign Planning Form
For more information or to register for a class, call 1.800.265.3276 or visit the CSS Online Learning Center.