You can bring the strategic insight of the Full Contact Selling Program to your direct sales team or channel partners. We are available to deliver this workshop live at corporate events, through a series of web based 4 e-learning seminars or through a combination of both mediums.



Program Facilitator

Rick McCutcheon


Rick is one of North Americas Leading Authorities on Sales Productivity and Customer Relationship Management. He is the creator of the Full Contact Selling System. He is a much sought after speaker, consultant and writer. Rick has been involved with the CRM Industry since 1990 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. Rick draws on his 17 years of real world experience having personally sold millions of dollars worth of products and services to customers ranging from the SMB Marketplace to Major International Corporations. His stories are "real-world"; his style is "uniquely appealing" and "tremendously credible".



Customized FCS relationship models and courseware will be provided for each participant. This session can be facilitated live or through a series of web based 4 e-learning seminars.

THE FULL CONTACT SELLING WORKSHOP


Leveraging the right approach is like having a customized blueprint for sales success. The Full Contact Selling (FCS) Program delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: i) proven sales processes, ii) the development of people skills and iii) the best practice use of CRM technology.

Workshop Agenda


This fast paced workshop reveals the game plan behind the program, including in-depth sales skills development, detailed sales process maps and CRM best practices. Many real world examples of how you can improve your sales results will be provided. Below is an overview of the FCS Program

Module 1 - Advanced Selling Skills Foundations
  • 10 traits of a successful sales professional
  • Understanding your prospects buying process
  • Selling solutions to
    • Senior Executives
    • Business Management
    • IT Management
    • End User
  • Overview of the Full Contact Selling System
Module 2 - Developing New Business
  • Lead creation activities
  • Researching opportunities
  • Making first contact - positioning yourself as a High Value Partner
  • Qualifying leads and understanding opportunities
  • Asking the right questions - the discovery session
  • Moving opportunities forward
  • Building an effective "Keep Warm Strategy"
Module 3 - Presenting & Building a Solution
  • The Effective Sales Presentation
    • Positioning your company and solution
    • Demonstrating your products and services
    • Presenting potential ROI and benefits
    • The next step - conducting a needs analysis
  • Building a solution
  • Creating an effective proposal
Module 4 - Gaining Commitment
  • Presenting your proposal
  • Beating the competition
  • Overcoming objections
  • Fundamentals of negotiation
  • Gaining commitment
  • Principles of Customer Care
    • Long term opportunity analysis
    • Account management fundamentals
Bonus Module - Selling with CRM
  • How to personally use CRM Technology to help you to
    • Increase your productivity
    • Manage your time
    • Close more business
Customized FCS relationship models and courseware will be provided for each participant. This session can be facilitated live or through a series of web based 4 e-learning seminars.
To arrange your own Full Contact Selling Workshop complete the form below. We will contact you with further details.
Click Here for The Full Contact Selling Intro Video
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