Business to Business Sales Training & Consulting

Professional Sales Training That Sticks!

CRC (Consultative Resources Corporation) helps organizations engaged in business-to-business sales distinguish themselves from their competition through their sales process. Our goal is to equip all levels of the organization with the needs based selling skills that will allow them to develop relationships based on mutual trust with prospects, customers and clients…and, even their own employees. CRC specializes in consultative selling techniques with a focus on highly effective b2b strategies that include the following:

This is just a sample of what CRC has to offer in both their Core and Advanced consultative selling tracks. Every professional sales training plan is customized for our clients, based upon in-depth sales needs assessment and the organization’s goals.

Five Lessons We've Learned

CRC has been working with sales managers, sales professionals and partner/support teams since our first major engagement with Citibank in 1981. Since then, we've worked across a wide range of industries, with the veteran sales manager to the rookie and with all those groups inside the organization that partner with Sales. CRC has helped sales teams of all sizes to excel in their marketplace with custom business to business sales training programs. From this broad experience, we draw five critical lessons:

• Senior management support is absolutely critical. Without true support and buy-in from senior management, the best sales training money can buy will be like throwing seeds in the wind. Since the objective of professional sales training is to change behavior, there needs to be commitment to that training from Senior Management if the necessary motivation for behavioral change is to occur and you are to get the results expected. Commitment to a consultative selling process needs to come from the top down.
• Practice is crucial for behaviors to change. For true behavior change to happen, people must have the chance to practice their new behavior, see how it looks and get feedback from others. Our unique way of working with videotape has been an integral part of our business to business sales training programs from the start. It is the difference between getting it intellectually and getting it in the gut.
• We are fans of simple. Consultative selling is hard enough without complicating it needlessly with lots of complex models and hard to remember terminology. Our training programs are designed to be simple, coherent and memorable. B2b strategies are clear, concrete, and reinforced with repetition.
• Making the training stick is an investment worth making. We work with our clients from the very beginning of a relationship to increase the odds that the custom sales training will stick. We specifically design our consultative selling programs to aid in participant retention. We encourage our clients to invest in ways to reinforce the training and support the desired behaviors post classroom. We can also help you to measure its impact so that you can focus your efforts on getting the best return on your training dollar.
• People change when they believe it will help them. Instilling belief in the trainees that the training will work is a necessary element in obtaining behavior change. Each professional sales training program we conduct is designed to engender that confidence. The success of all your people who touch the customer comes down to their daily practices. Change at the personal level is the most direct way to get the results you are looking for. Our goal is for your sales team to move into the needs based selling role smoothly so that it becomes a life long practice.

To learn what our custom sales training can do for your team, call 203.899.0500 or use our convenient website contact form. One of our business to business sales consultants will contact you promptly.