CRC's advanced sales training programs - communication skill training and sales rapport building.
how clients listen
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Advanced Training Programs

Choose from the following high level sales training programs for your sales force and management.

All our Advanced Programs are 100% designed to meet specific client needs including length of program and group size.

Advanced Needs Development: Understanding Personal Needs

"People buy from people they trust". "People buy from people they like." We have all heard these truisms. This course explores the science behind these statements and shows you how to apply that science to your selling or servicing efforts. CRC believes it is about trust and your ability to build a trust-based relationship with your client or prospect. And, trust is about understanding what really motivates your client beyond his or her role in satisfying the business needs. Do you understand their personal needs?

This workshop picks up on one of our core mindset beliefs – that people buy as a function of seeing how their needs are met. During this session, we explore how to look and listen for clues from your clients as to their personal needs – how do they prefer to make decisions, what's the best way to present information to them, are they about making an impact or are they methodical researchers and planners?

Consultative Questioning

What differentiates a consultative seller from a good needs-based seller? One answer is that the consultative seller helps a client recognize his or her needs from a new perspective and that this in itself can add value to the relationship. This process begins with identifying the right questions from a strategic perspective and starts to yield results with the ability to keep someone talking about that which is important to him or her.

This workshop focuses on the art of questioning. Building on the questioning module taught in CRC's core programs it explores more advanced questioning techniques such as how to marry your questioning approach to your client's preferred interaction style; how to apply the skill of supported questioning to a variety of situations such as educating your client while you are asking questions, how to master the technique of drawing out out and how to craft engaging questions based on your stage in the selling cycle and your goals for the call.

Listening and Reframing

CRC regards the skill of Reframing as the engine that drives the consultative process. While the essence of the reframe is to help the consultative seller arrive at a mutual understanding of needs with the client or prospect, the versatility of the skill allows for so much more.

In this session we cover how to reframe with additional purpose: to expand a client's view of his or her situation; to pave a way towards a solution set you feel would be most beneficial to a client; to elevate a conversation from a technical need to a business need, and much more. In addition, this workshop teaches "how to listen" as the foundational skill for becoming a master reframer.

Presentation: What to Say, How to Say It and Making it Memorable

This workshop combines the art of preparing and delivering a presentation with the physicality of connecting with your audience in a confident manner. Working from the CRC Value Presentation model as a base, this session also includes training in:

  • Using your non-verbals to make a connection with your audience
  • How to let your client decide how much or how little information he or she
    needs to hear
  • Telling stories to bring your presentation to life
  • Making your presentation memorable by applying some simple to learn "stickiness" principles

You may present the same "solution" to four different people and each one of them will listen to your presentation in a different way. What excites one person about what they are hearing may, in fact, be a turn off for another. This course uses the science of how people listen and make decisions – both rationally and emotionally - and adds the art of making a presentation that "sticks" for that particular individual.

Objections are just Unfulfilled Needs: A Workshop

This workshop expands on the Resolving Objections module in the core Consultative programs. Working with real objections that the participants face in the field, this workshop reviews the steps in the process and affords participants a chance to practice and get feedback from their peers and instructor. In addition, this session includes a problem-solving session to generate good responses to the most commonly heard objections from your clients.

Demystifying how your Clients make Decisions

This session applies the lessons of interaction styles and temperament to learning how to understand how your client makes decisions. Does your client have a natural sense of urgency or does she labor over a decision until all the options have been exhausted? Does he react badly to feeling rushed or does he find it helpful to be gently nudged along? This session provides insights into personal needs as a way of thinking how to present solutions according to decision-making preferences. In addition, it looks at how organizations make decisions: do you know the buying process of your client's organization?

Contact CRC Today

To start planning your custom sales training or Train the Trainer program Contact CRC via the website or call 203.899.0500. Powerful consultative selling programs for nationwide businesses.

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