C-Sales/FUSO Development Review – Certification
The C-Sales Assessment concludes the C-Sales programme and comprises of competency based activities and knowledge assessment.
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Presenting the Solution
Recognise the difference between and “quote” and an offer and the relative merits of each Understand the 3Ps Prepare-Present–Persuade Model and the advantages of this structured approach Use the Value Proposition Toolbox template to support a compelling offer Make effective use of the Running Cost Calculator to support a compelling offer Make effective use of the Value Proposition Toolbox in a customer meeting.
Business, Finance & Taxation
This one-day, interactive virtual workshop has been designed to enhance your understanding of the factors that can affect a business customer and how we can add value by partnering with them and offering a consultative sales process that includes the importance of discussing the funding of a purchase in the sales cycle.
Creating Value
Conduct effective meetings with sales prospects that reflect a Customer Centric Selling approach Identify ‘What’s important’ and deploy appropriate questioning techniques to uncover hidden or unknown areas of customer need.
Digital Service World – Fleetboard
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Digital Service World – TruckLive
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Digital Service World – My TruckPoint
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Presenting with Confidence
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Fundamental Activities
Identify a wide range of sources of sales leads Conduct sales prospecting in a structured and effective manner.
Truck Relationship Foundations
Explore the customer buying cycle, including likely customer behaviour at different points in the cycle. Understand the main characteristics and benefits of customer centric selling
