SalesTechnology Academy is a division of the Hubbard College of Administration INC.
Our focus as a sales training organization is on delivering solutions that enable more of the “lower 80%” (as in the 20/80 law which states that the top 20% of salespeople account for 80% of sales) to perform well above average productivity levels.
We introduced Core Ability Sales Training™ (also known as the CAST System™) after many years of personal sales application in the field and by analyzing the results of other top performing salespeople, resulting in a complete state-of-the-art sales technology that sets a new standard in selling
But what is a Core Ability?
We define Core as meaning “a central part” and Ability as “competence in doing, a skill.”
Core Ability Sales Training is the foundation that provides the vital skills necessary for success that are sadly lacking in today’s sales training. It also provides the necessary foundation that allows any company’s sales methodology to be properly assimilated and applied as never before.
We call them the 8C’s of Selling™. They encompass the following Core Abilities: Communication, Control, Contacting (lead generation), Certainty, Confidence, Competence, Closing and Customer Relationship. All are explained in greater detail below.
If you want to find out how you’re doing in these 8 areas, take the FREE Sales Skills Assessment today by clicking on the link below.
What are these 8 Core Abilities about and why do you really need them?
We created a complete technology designed to train you thoroughly in all 8 areas.
Here is an overview to give you an idea of what you should expect to master at the end of your training:
The main barrier to success in selling isn’t a lack of understanding of closing techniques or simply the ability to listen, it’s much more fundamental. It is the ability to get the prospect to talk (after all, what prospective buyer will ever tell a salesperson they don’t trust their true feelings and concerns?) and to then, through a better understanding of human relationships, help change the prospect’s mind.
This is the ability to positively steer your client in the right direction. This includes assertiveness and involves the discipline necessary to successfully present your product or service using a pre-determined sales process. Selling successfully isn’t about “winging it” and hoping for the best. What the majority of salespeople do not understand is that most buyers love, even crave, positive control.
Finding prospects is one thing. Finding qualified prospects is another. Talk to salespeople and many will tell you that the only problem they have in selling is finding qualified prospects. That may be the case or not, but regardless, difficulty prospecting is an issue we believe the majority can and must overcome.
This is what “buyer’s buy.” Certainty is an attribute that forms the very foundation of success in any profession. Ever see a sports icon win a game, match or tournament without certainty? This is the salesperson that is totally proficient in product knowledge, the sales process and objection handling.
What some would refer to as an intangible characteristic is actually one of the most tangible of all. Prospects sense it; they are encouraged to buy from you because of it. Confidence stems from the ability to “read” a prospect well and the understanding that the buying process is emotionally driven.
Today’s buyers many times know as much and sometimes more about the product or service than the salespeople they meet. This shouldn’t always be. An uneducated salesperson is his or her own worst enemy. When that same salesperson has an added understanding of everything from marketing, the ‘unique selling proposition’ that is central to any business success, time management, forecasting, quota attainment and buyer behavior, they attain a new level of competence.
We all know the ability to close the deal is paramount to achieving your goals. But how many know that the close is not a magic formula or a technique designed to beat a prospect into submission, but rather the culmination of all the successful actions taken prior to this next-to-final step. Closing is a learned ability; it’s where real salesmanship occurs.
Ultimately we believe that “selling is an exchange where both parties win.” This final stage involves the crucial delivery stage of your product or service. It’s also where the buying cycle begins all over again, after all the better the “exchange” the more your new client will make the decision to not only retain your services but insist on referring you to others.
Take the FREE Sales Skills Assessment now and we will show you where you’re currently at in the 8C’s of Selling, or sign up for one of our courses now.
Welcome to the start of a successful career in sales. Welcome to the SalesTechnology Academy!