Mastery of the Sales Process
Core 6 Management Advisors creates custom sales skill development programs for clients on the foundation of the MASTERY OF THE SALES PROCESS curriculum. MSP has been created and iterated over decades and is a formalized and proven selling approach. Core 6 Management Advisors successfully improves the skills of your sales performers through the teaching of MSP’s groundwork principles with customized scenario-based exercises. The Core 6 Management Advisors teaching method and foundational curriculum ensures your sales force will be successful and produce at high levels through turbulent and dynamic conditions.
Eight specific skills constitute MASTERY OF THE SALES PROCESS and are divided into three areas of concentration: preparation skills, client skills, and account management skills.
Eight specific skills constitute MASTERY OF THE SALES PROCESS and are divided into three areas of concentration: preparation skills, client skills, and account management skills.
Preparation skillsMSP elements needed for selling success prior to a prospect/client meeting.
1. Preparation: positive behaviors and best practices leading to high performance and execution for face-to-face meetings. Includes exhaustive account and personnel research teaching. 2. Agenda creation: creation of structure and goals for each client interaction, and how those skills contribute to and build a comprehensive account management plan. |
Client skillsBehaviors and actions needed for success during face-to-face customer interactions.
3. Presentation / communication skills: training on all facets needed for successful communication including pitching, electronic, and verbal modes. An emphasis is on mastering the articulation of the company's value proposition in any scenario. 4. Qualifying / probing skills: develop consultative sellers who can leverage tactical and sophisticated skills including effective listening, real-time thinking, and the strategic application and timing of smart questions. 5. Obstacle handling: create expert ability to overcome obvious obstacles and to proactively uncover hidden obstacles. Teach sales professionals how to utilize the company’s value proposition to intelligently overcome challenges. |
Account management skillsBest practices requiring commitment to the details and tasks behind the scenes.
6. Proposal / solution creation: learn how to lead and collaborate with all constituents (internal personnel and buyers) to sculpt the company’s products and services into a package that exceeds the customer’s needs. 7. Closing / negotiating: understand when and how to close. Also, learning to perfect the art and nuance of treating facts and human beings with the sensitivity and savvy needed to maximize deals. 8. Servicing / re-selling: leverage servicing best practices that assist with re-selling and up-selling strategies and goals. |
Goals |
Methods |
Philosophy |
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The goal of all training conducted by C6MA is not only to raise individual seller skill levels, it is to teach sales producers how to think. Training and skill development exercises can be powerful and proven – all sellers should regularly participate in training – but the key to professional growth is learning how to learn.
Sales success requires individual dedication to learning the technical elements of the profession and developing self-awareness about one’s strengths and developmental areas. MASTERY OF THE SALES PROCESS curriculum represents a profoundly strong technical foundation for media sellers in all industry segments, but the activation techniques of C6MA ensure participants learn to think. C6MA proudly and successfully teaches skills, and teaches sellers to think. |
The optimum mode of training is always for instruction to be performed in-person, yet reality often means teaching occurs through video conferencing. C6MA is highly effective through both modes of instruction.
A heavy use of scenario-based role-playing is utilized by C6MA and is exercised in manners both formal and informal. This technique provides for strong thinking development to occur and mature inside sellers. Homework is often used to drive individual thinking and accountability. For example, “Come to the next session with a list of your top three qualifying questions for your upcoming meeting with Company X, and be prepared to explain why you think those questions are the best ones to ask.” All participants are formally surveyed prior to training to gauge and benchmark skill competencies, and to provide insight to group and individual learning needs so C6MA can customize its approach and lessons. |
C6MA is passionate about teaching sellers how to improve their skills and how to think, and bases its methods on decades of successful, proven techniques. C6MA's teaching philosophy is based on six ingredients necessary for learning success:
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