Sales Training

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Achieve greater business success with professional sales training through CustomerCentric Selling®, again selected for the fifth straight year as one of the top training companies in the industry.

This globally-recognized program provides practical examples and tools that show sales professional how to do it right by understanding the customer’s goals, needs, and wants in order to develop a business relationship based on mutual benefit. Sharon Parker has developed a version of the training for commodity sales people, electrical wholesalers, and others with good results.

 

Sales Training Programs

  • 2- or 3-day workshops
  • 1-day executive overview
  • Refresher sessions
  • Prospecting and New Business Development sessions

 

Testimonial

“If a business wants to see improved sales performance, employing CustomerCentric Selling® with a very disciplined implementation and planned reinforcement over a multiyear period of time will most definitely deliver sustained improvement in sales, gross profits, and customer loyalty.”

–Shawn Mumma, VP of Sales, NorthEast Electrical Distributors

Case study: CustomerCentric Selling® Helps NorthEast Electrical Greatly Improve Sales Performance

Business Problem

NorthEast Electrical Distributors, a full-service electrical distributor to Electrical Contractors, Industrial, OEM, Utility, and Institutional customer first approached CustomerCentric Selling® (CCS™) to address several business needs. Shawn Mumma, Vice President of Sales for NorthEast Electrical, worked with Sharon Parker, CCS™ Business Partner, to achieve the following goals:

  • Secure premium pricing and avoid unnecessary discounts.
  • Establish a simple sales process that the entire sales organization could use and follow.
  • Create a common sales culture.
  • Shorten the sales cycle and reduce the time needed to secure opportunities.
  • Improve the win rate.
  • Improve gross margins by .5% annually for the next five years and maintain increase at a lesser rate of .25% going forward.
  • Establish a methodology of value-based selling that focuses on the customer.

Solution

After evaluating several sales training providers, Shawn chose the CustomerCentric Selling® methodology due to a number of reasons:

  • Intuitive and easy to use/follow given the streamlined approach.
  • The sales methodology supports the value-based selling approach needed.

Results & Benefits to NorthEast Electrical

  • Increased sales
  • Seized control of market share
  • Increased gross margin by 3 points over a 3 year period
  • Growth rate of 1.5 to 2 times GDP (Gross Domestic Product)
  • Increased hit (win) rate to nearly 45% from 30%
  • Dramatically improved sales performance
  • Unified sales process that all salespeople can follow