Sales Training for Consultants and Startups
Consultants and startup leaders. You're great at what you do, but you face challenges when it comes to sales. QCSS Sales Mastery™ can help.
You want to sell your expertise! Our collaborative training cohorts and unlimited one on one coaching, focused on winning in today’s complex buyer decision process, can 2 to 3X your sales in 12 to 18 months.
Sales is a skill that anyone can learn and master
"The Sales Mastery Training I have received and recommended to others has significantly and positively impacted how I look at the sales process, choosing to focus on the relationship rather than a transactional sale."
Emily Gerrity, CEO
Sales Mastery Alumnus
QCSS Sales Mastery
Sales training designed around your client
The best salespeople seek to help clients with pressing challenges and big opportunities. That means putting your client's needs ahead of yours. It means earning trust through authentic service to your client.
Our Sales Training is based on four principles to develop client trust
Clients do not want to be sold to, period
But clients will buy solutions they believe will help them accomplish their goals and make them look good. You'll learn through Discovery to tap into their essential decision drivers .
The Buyer Decision Model™
Because a client will only buy and not be sold to, your job is to understand and guide your client through their decision making process to a best fit decision that meets their needs.
Client Trust and Relationship
In sales you must earn a trusted relationship with your client. No trust? No deal! This means listening and asking great questions to build credibility and trust.
Finding and Understanding Your Client
Sales Mastery goes deep into the nuances of your client's personality, what they need, and their communication style. All of this helps you find and connect with clients.
What makes Sales Mastery work?
It's the structure of Sales Mastery around People, Process and Tools that makes Sales Mastery relatable and successful.
Sales training is a lot like working out. Why do you work out? To get healthier, stronger, faster. To run that marathon or win the city tennis tournament. So why sales training? Same thing. To get stronger, to get better, to improve your business, to be the best!
QCSS Sales Mastery works because it is structured around three drivers of sales success. First is PEOPLE: both your peers who encourage each other and your sales coaches. Second is PROCESS: it follows a proven process to form success habits. Third are the TOOLS: sales tools for real-life application of the Sales Mastery process.
The best adult learning is done in groups. It's active and engaging. Variety stimulates one's thinking. Working with peers and a coach within a sales framework, you'll find the things that work best for you.
Working out alone is no fun and rarely succeeds. In Sales Mastery, we emphasize the Peer Cohort. You'll train with peers, learn with and from each other, and develop life-long relationships out of mutual success.
Everybody needs a coach. Want to achieve your sales goals? Want to be the sales G.O.A.T.? Then get a sales coach. Someone to call when you want to pull your hair out, figure out a tricky deal, or celebrate a win!
The Sales Mastery process is based on the Buyer Decision Process™, a centerpiece of DePaul University's Center for Sales Leadership and used by leading B2B sales organizations.
Three Sales Training Stages
Sales Mastery lays down a Foundation For Success of core sales tools. In Serving Your Client you'll learn and practice the keys to earning trust. Attaining Mastery covers challenges that lead to sales excellence.
This is personal. Leveling-up is a commitment to learn, practice, apply, and repeat the skills you need to win! Leveling-up starts with a high-performance mental state. Positive. Disciplined. Committed. Every day.
Tools help any professional put knowledge and process into practical application. In the Sales Mastery program, we incorporate tools throughout to help accelerate your application of new sales skills.
Tools! From well worn to AI, the right tool for the job makes the difference. And sales involves many jobs. So you need tools for getting noticed, prospecting, handling discovery, proposing, negotiating, and more!
Sales Training Playbook
What does a playbook do? It shows you what you should do in a given situation. The best salespeople know what to do and when to do it. They study the Sales Mastery Playbook, a rich resource they use all the time.
My Sales Training Plan
Sales training plan for Consultants and Startups
QCSS Sales Mastery involves three sales training stages. They build off each other starting with the core functional skills, then moving into the high-touch skills that will enable you to win with your client. The final track covers the more challenging skills you need for sales excellence!
This is what QCSS calls Sales Mastery!
FOUNDATION FOR SUCCESS
Start at the beginning. Set a strong baseline for sales skills development. Foundation for Success helps you develop a go-to-market plan to achieve your sales goals. You will learn and practice processes and tools for sales excellence. Here, you begin to develop your everyday sales regimen that will be the always-on engine of your success.
Foundation for Success Curriculum
Personal Business Plan
Self-management & High-performance Mental State
DiSC Human Behavior Styles
Human Perceptions & Reactions
Define Your Sales Process
Identify Your Target Market
Relevant Client Messages
Create a Constant Flow of Prospects
SERVING YOUR CLIENT
Sales is about your client. Serving. Advising. Challenging. Clients respond positively to an authentic approach that is in their best interest. In Serving Your Client, you'll learn to attract prospects, then guide them through the Buyer Decision Model™. You will build credibility as you lead discussions toward best fit solutions to your clients' needs.
Serving Your Client Curriculum
Opening Warm Doors to Prospects
Expanding the Prospect Pool
How Prospects Buy
Why Prospects Buy
Conducting Discovery Conversations
Closing the Sale
The last steps in earning your client's business confirms the details in the exchange of value with your client. Attaining Mastery covers these important steps to help you avoid common pitfalls and succeed in gaining a signed contract.
Attaining Mastery Curriculum
Decision and Price Issues
Creating Loyal Customer Evangelists
Establishing Yourself as a Trusted Asset
Sales training cohorts meet every other week for two hours. Covering 22 high-value sales training topics, the program spans about 48 weeks, allowing for holidays. One-on-one coaching is by-appointment, scheduled at the convenience of the student and the coach.