CCSP Module IV: Professional Sales Skills
March 18 – 20, 2025 | Denver, CO
NOTE: Please login and register as the person who is attending the event. You should NOT register another individual under your personal profile. Each registrant must log in and register separately.
If you need to set up a profile for a registrant, please contact NRMCA Membership or 703.706.4800.
………………………………………………………
Cost: Member: $1,150 | Non-Member: $1,500
Course Venue: Courtyard by Marriott Denver Downtown, 934 16th Street, Denver, CO 80202
Phone: (303) 571-1114
Website: Courtyard by Marriott Denver Downtown
Meeting Room Location: Victory I & II (subject to change)
Parking Information: Self-parking is available at the Courtyard Denver Downtown. There is a parking charge of $44 for each vehicle parked overnight and $31.00 for each vehicle parked for the day.
Hotel Information: NRMCA has contracted a discounted room rate of $209/night plus applicable taxes. The cut-off date for the discounted room rate is Saturday, February 22, 2025, or whenever the room block sells out, whichever occurs first.
Reservations can be made by clicking here.
Travel Information
Nearest Airport: The closest airport is the Centennial Airport, located 18.3 miles from the course location. The second closest airport is the Denver International Airport (DEN) located 24 miles from the course location.
Transportation Options
Airport to Hotel: The hotel does NOT provide shuttle service. To schedule SuperShuttle or shared ride transportation, please contact SuperShuttle directly at 1-800-258-3826.
Rental Car: Enterprise and National are extending special rates to NRMCA Members. As rental car pricing continues to fluctuate, NRMCA has negotiated a special Member rate through our partners at National/Enterprise Car Rental. The NRMCA Member Rate may be used for any scenario – personal travel, work travel – any time you need a vehicle. Register for a FREE Emerald Club account to skip the lines at the airport and go straight to your car!
National Reservation Link: https://bit.ly/NRMCA_National
Enterprise Reservation Link: https://bit.ly/NRMCA_Enterprise
Or use contract code: XZ16HE7 when making a reservation
Note: these links may be shared with friends & family.
Cancellation Policy: Full cancellation refunds, less a $125.00 administrative fee, will be extended until Monday, February 24, 2025. All cancellations after Monday, February 24, 2025, will not be refunded. Fee cancellations cannot be transferred to a future class. Substitutions can be made at any time with no penalty. Registration cancellations and substitutions must be made in writing to: [email protected].
NRMCA reserves the right to cancel this event. A class confirmation, confirming the course will run as scheduled, will be sent via email no later than COB, Monday, February 24, 2025. It is advisable not to book your airfare (unless it’s fully refundable) until you receive the class confirmation. In the unlikely event the class is cancelled, NRMCA will refund the entire registration fee, but is not responsible for airline or hotel reservation fees. You are responsible for making and paying for your own hotel and travel arrangements.
………………………………………………………
Course Schedule (subject to change):
Class times: Day 1-2: 8:00 am – 4:00 pm | Day 3: 8:00 am – 12:00 pm
Exam time: Day 3: 1:00 pm – 3:00 pm
………………………………………………………..
Click here to check for other local classes.
Sales fundamentals for sales staff and all mid-level RM staff who interface with internal and external customers.
3 Days of Highly Interactive, Industry-Specific Learning.
SESSION 1: The Changing Role of the Professional Salesperson
An overview of how the selling environment has changed, and how the salesperson must change as well. The professional salesperson’s primary responsibilities are defined, along with the role of the consultative salesperson. Includes an exploration of what customers want, why they buy products and services, and an explanation of “the price game” and how to play it. There is also an introduction to the sales process, as well as an introduction to pre-call planning and preparation.
SESSION 2: Finding Potential Buyers
Three reasons why most salespeople don’t do enough prospecting and eight keys to performing this critical function successfully. How to interface with the four different levels of decision makers. How to reach unreachable decision makers and using channels of access and influence. How to gain recognition and acceptance. Prospecting by telephone, and using a prospect information form. Telephone tips for extensive telephone marketing. How to develop better written communication skills, as well as how to be noticed in a sea of salespeople.
SESSION 3: Creating a Sales Plan
Learn the foundation of good planning, and discover the four key questions which result in successful planning. Explore eight important elements involved in planning. Implementing activities based on knowing the difference between efficiency and effectiveness, the learning how to apply Parado’s Law. How to apply goal setting to sales planning effectively. Managing your time and territory.
SESSION 4: Presentation Skills
The purpose of presentations, deciding on a formal or informal approach, and effective presentation principles are covered in this section. Planning and conducting an effective presentation is detailed, using the three “R’s.” How to build value into your presentation and a discussion on features and benefits is included. Also covered: visuals and using the professionally, third-party testimonials, and references. An explanation of how to use personal stories offers the professional salesperson a “consultative arsenal” to sell “value” to prospects and customers.
SESSION 5: Discovering Customer Needs
How to effectively lead the discovery phase of the sales call, including how to handle premature requests for pricing. How to properly structure a series of probing questions to discover customer needs is offered. Also, an explanation of reflective questions, paraphrasing and re-framing, the three most powerful types of questions for sales success. Why “listening” is more than just a fundamental skill in today’s consultative selling environment. Five ways to becoming a better listener are covered in this session.
SESSION 6: Responding to Buyer Concerns and Completing the Sale
An explanation of why buyers raise concerns or offer objections, as well as the reasons for resistance. The eight steps in clarifying concerns, and how to respond to them. An exploration of what happens when resistance is personal, how to effectively handle disagreements, and dealing with the emotional response to customer concerns. How to remove the procrastinator forward and overcome the skeptic. What to do when resistance seems insurmountable. When to get agreement, gain commitment and complete the sale.
For more information, contact Shawnita Dickens at 703-706-4854
