LearningToGo & Consultative Sales Certification (CSC)
When people think of certifications, they often think of taking a test. Consultative Sales Certification (CSC) is not about testing in the traditional sense, but more about proving sales capability and performance.
We take average sales performance to extraordinary.
THE CONSULTATIVE SALES MODEL
Consultative Sales Certification is based on extensive research of top performing sales people in various industries. This research became the basis of the Consultative Sales Model, which is a visual map that we use in the CSC program. Each component of the model represents the core competencies introduced in the program. Participants focus on one core competency per month. Connect with Margie and LearningToGo for more tips and to get started.
Connect with Margie about Proven Brain Based Sales Performance Program.
Learn More, Sell More, Earn More.
CONSULTATIVE SALES CERTIFICATION (CSC)
Consultative Sales Certification (CSC) is a comprehensive approach for enhancing sales capability and performance. Participants concentrate on a specific core competency approximately once a month through assessment, e-learning, deliberate application, feedback, coaching and peer collaboration.
 Complete Online Skills & Knowledge Assessment
This assessment is used to benchmark your skills and knowledge before and after the program. Your personal coach will help you set specific goals for the program based on your individual results.
 Orientation & Kick Off
During your orientation meeting, you will meet your coach, receive your learning plan and instructions for accessing your online portal. You will also be introduced to the Consultative Sales Model that is the foundation of this curriculum.
 Individual e-Learning
We understand that sitting in a classroom is not always the best or most convenient method of learning. Approximately once a month, you will work on e-learning to further develop skills in conjunction with the group or individual training calendar. You will concentrate on one core consultative sales competency at a time and will practice and apply skills in an engaging and interactive format.
 Individual Application & Coaching
Training is only as effective as it is applied. After completing the monthly e-Learning, you will plan and apply the skills during customer interactions. Then, through your online portal, you will report on your experiences and receive feedback from your coach. This feedback provides valuable insights for moving forward in your sales initiatives based on your specific situations.
 Coaching & Support
Coaching and support is infused throughout this curriculum. You will have access to your personal coach through your individual dashboard, where you will also access your modules and exercises. You will also attend online group coaching sessions where you will share best practices and review key concepts. We also offer coaching guides for sales managers to support concepts individually as well as agendas for sales meetings to reinforce skills.
 Communication & Collaboration
You will receive a personal dashboard for the purposes of communicating with coaches and peers, to share best practices, to deploy e-Learning and for group collaboration.
- Background Surveys
- Consultative Sales Planner (PDF)
- Skills and knowledge assessments
- Orientation meeting
- Monthly independent e-learning courses (link to course descriptions)
- Application exercises with coaching feedback
- Web-based communication and collaboration
- Monthly online group coaching sessions
- Individual learning guides
- Coaching guides for managers
- Certificate of Completion and CSC Designation
COMPLETE THE CSC SALES IQ ASSESSMENT TO RECEIVE A BENCHMARK
OF YOUR CURRENT CONSULTATIVE SALES KNOWLEDGE.
(Use Survey Code: brainbasedsalesIQ)
CONSULTATIVE SALES CERTIFICATION MODULES
Learners focus on one core consultative sales competency a month. Center to knowledge transfer are eight highly interactive and engaging consultative sales modules. Learner focus on one per month followed by deliberate application, real life role play, individual coaching feedback, online coaching meetings and peer collaboration.
IT TAKES ALL KINDS (ITAK)
Learn how to influence, build relationships, gain commitments and improve communication by reading customer styles, understanding your sales style and adjusting your approach to be most effective. Core skills include; behavioral styles, communication and listening.
CONSULTATIVE SELLING – UNDERSTANDING NEEDS POSITIONING INSIGHTS OF VALUE
Gain competitive advantage by applying consultative sales methodology. Identify needs and apply solutions specific to each influencer involved in the sales process. Core skills included in this module: Introduction to consultative selling process, listening skills, pre-call planning, in-depth questioning practice, value-added selling.