Core Sales Skills Programme
The essential sales skills for customer-centric selling.
Does your sales team add value to your client’s business? Great salespeople earn trust by tuning into the customer, bringing insight to their issues and suggesting potential solutions. They don’t just talk about value; they create it from the customer’s point of view.
Imparta’s Core Selling Skills programme is one of three programmes aimed at salespeople involved with inbound and outbound selling (i.e. opportunity management). 3DCSS™ is for relatively new or junior salespeople and also sales through service teams. The programme includes foundation skills like questioning and rapport building with optional modules on Time & Territory Management, Mastering Virtual Presence and Communication Styles.
3DCSS™ is available in variants for core B2B sales skills, and for a Sales through Service context.
About Imparta’s 3D Core Sales Skills programme:
Who is it for?
3DCSS develops and refines the core sales skills and mindset needed by new sales professionals and those focused on transactional customers.
3DCSS is grounded in our 3D Advantage model and the research and science behind it.
3DCSS can be integrated with other elements to create a strong sales onboarding programme, either classroom-based or delivered digitally.
The CSS training was a smash hit, well presented with great materials. We’ve seen an immediate impact in the performance and confidence of our salespeople.Sales Manager, Financial Service
Explore the modules
How Customers Buy
Understand your natural selling style, linking it to your experience as a customer and comparing it to best practice. Understand how customers see value, and which stage of the Buying Cycle they are in.
Impact: Conversion Rate
Build rapport through verbal and non-verbal mirroring, and an understanding of social styles. Engage customers with positive and persuasive language, and be able to think like a customer.
Impact: Conversion Rate; Average Deal Size
Uncover the customer’s underlying needs and the criteria on which a product selection will be made. Master questioning techniques and the ability to empathise and listen actively to increase rapport, trust and understanding.
Impact: Average Deal Size; Win Rate
Match products and services to the customer’s needs and decision criteria. Help to influence them towards an appropriate decision using Behavioral Economics, and manage objections in an effective and ethical way.
Make it Easy
Impact: Win Rate; Renewal Rate
Agreed desired outcomes that move the customer through the Buying Cycle to a positive decision. Make customers feel good, and reduce the effort needed to commit to the deal.
Impact: Number of Leads
Leverage a range of techniques and tools, including networking and social media, to gain access to potential customers. Know how to sell the conversation, rather than the product.