Equipment Sales Training
Equipment Sales Training Program
CSS has conducted recorded evaluations of more than 1,000 equipment employees, representing every major brand of equipment.
How Skilled Are Your Salespeople at?
- Uncovering the customer’s buying motive?
- Qualifying the customer?
- Overcoming a request to just “text, email or fax a quote”?
- Having a well-prepared sales presentation?
- Finding out who is the decision maker?
- Getting an appointment?
What CSS Found After Performing Recorded Performance Evaluations For More Than 1,000 Salespeople.
- 85.7% failed to make an attempt to uncover the customer’s buying motive.
- 82.3% failed to ask qualifying questions
- 86.2% emailed a quote without getting an appointment
- 81.3% were unprepared to overcome objections
- 91.5% failed to make an attempt to find out who was the decision maker
- 84.6% failed to make a concerted effort to get an appointment to meet with the customer
What Makes the CSS 15-Month Sales Program Different From All Other Training Programs?
There are two major problems with most all training programs:
- How do you motivate employees to adopt and apply the concepts presented in the training?
- How does management measure the effectiveness of the training?
The CSS program overcomes these two major problems by combining recorded evaluations as part of our training program.
- First, we record and evaluate your staff and provide you with the recordings and graded results
- We then present our live 2½ hour webinar Sales Training program
- The program is based on how the TOP employees CSS evaluated handle the customer
- We play actual recordings so your employees can hear the techniques of the TOP people
- We tell your employees they are going to be tested after the training with a surprise unannounced recorded evaluation motivating them to implement the training
- Our after training recorded employee evaluation test provides proof to you that our training really works
- We then do an online one-on-one coaching session with each employee of their unannounced recorded evaluation
- We then begin a 12-month follow-up program to ensure your employees stay sharp
