CGSC™ Designation Program

Sample Curriculum

Module 1: General Etiquette

Topics include: Proper Greeting, Attire, Personal Space/Distancing, Seating Arrangements, and Conversational Etiquette.

Module 2: Understanding Personality Types

Introverted versus Extroverted. Patient versus Impatient. Adapting your selling style based on the customer's personality type is paramount to success.

Module 3: Geographical Nuances

Urban versus Rural. North versus South versus Mid-West versus West Coast. This Module will discuss the distinctions between various geographical areas of the United States and how to adapt the sales presentation for success.

Module 4: The Consultative Sales Process

Product pitching without understanding the needs of the potential customer can detrimentally affect the chances of sales success. This module will delve into the Consultative Sales Process utilizing the transferrable SAW™ System.

Module 5: Sales Prospecting

This module will explore avenues for prospecting along with proven techniques for success.

Module 6: Cadence of Communication

Developing a long term relationship with US Customers requires a proper Cadence of Communication. This module will provide direction on how to conduct business during the entire sales and follow-up process.

Module 7: Common Ground

This module concentrates on how to find common ground with a client that may have a diverse cultural background that differs from the Sales Professional.

Module 8: Areas to Avoid

Selling in the United States is fraught with sensitive subject areas that may be controversial to a client. This module will discuss techniques to determine and avoid these areas.

Module 9: Tactfully Overcoming Objections

Objections and Stalls by clients is universal. How to handle them tactfully may vary greatly from region to region. This module will discuss techniques and strategies for overcoming objections...without upsetting the potential customer!

About the Program