Training Programs - Why Common Sense Selling® Works

Ten characteristics explain the impact of the Common Sense Selling® (CSS) system and differentiate it from other selling philosophies and sales training programs.

1. It is a system as opposed to a collection of scripts, gambits, techniques and one liners. Other sales training programs rely on specific tactics like memorizing various closes. The CSS approach views selling as a process, beginning with building rapport and concluding with servicing the sale.
2. The principles and strategies are designed to achieve a fundamental goal: To eliminate the buyer's pain and help him achieve personal and organizational success. Probing the buyer's needs provides the only script you'll need as a successful salesperson.
3. The buyer doesn't feel manipulated because the goal is to match the seller's proposed solution with the buyer's pain.
4. Thanks to meeting agreements, both the seller and the buyer develop a clear understanding of expectations and commitments. Neither feels pressured, threatened, confused or abused.
5. Most buyers, as a defense mechanism, bring assumptions, prejudices and potentially devious tactics to their meetings with salespeople. CSS candidly addresses those issues.
6. The principles and strategies are based upon the essential components of effective communication: integrity, empathy and listening.
7. CSS ultimately creates win-win outcomes: Both the seller and buyer develop a mutually beneficial relationship based on candor and trust.
8. CSS is counterintuitive to the way most people sell, which explains why it works. Two key differences are that the best investigators (not presenters) are the best closers and that not everyone is a prospect .
9. Our training process focuses on the importance of KASH. Addressing an individual's attitude, behavior and skills prior to and during training is critical to the success of the training program.
10. Finally, we understand that change takes place slowly. Therefore, training is a process, not an event, and it must be delivered over time to ensure results.