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.