Corporate Sales Coaches’ F.I.N.D. program offers an innovative take on managed services/AVaaS sales training and certification when integrators need it most – and it’s free for NSCA members.
As integrators search for the keys to successfully selling services and infusing their companies with recurring revenue, they need to know where to look. F.I.N.D. is a cornerstone premise of Corporate Sales Coaches’ Customer Focused Sales Interviews to Sell Managed Services Training, which is available now and free for NSCA members.
As integration firms transition from traditional product- and project-based revenue models, it’s difficult to sell customers on the value of managed services or AV-as-a-service without a customer discovery process by which they find the business case for the services. For integrators that undergo this training and certification program, the acronym F.I.N.D. (Facts, Issues, Needs, Dreams) will unlock services-based sales revenue:
- Facts: To optimize your messaging, learn how to determine all available background information before your sales pitch.
- Issues: Learn to identify unique factors that would lead to your prospects’ successful program.
- Needs: Learn to ask the tough questions required to recognize budget parameters and other obstacles.
- Dreams: Learn how to uncover the business and personal wins your prospects hope to achieve.
This industry-specific module allows salespeople to utilize different questioning techniques to determine a prospect’s dominant buying motives and their compelling reason to buy – and includes specific questions to address managed services and explore AV as-a-service or security as-a-service.
“We are honored to continue our work with NSCA and its members,” says Corporate Sales Coaches Partner Len D’Innocenzo. “Our relationship has been very beneficial, and we look for it to continue for a long time.”
Free Training for NSCA Members
As many NSCA members look to fill their pipelines amid the COVID-19 crisis, it’s an ideal time to focus on business transformation and training. This program, free for NSCA members, is designed to better equip companies to transform toward a services and business solutions platform.
“Our integration clients emphasize that the value of the training they receive from Corporate Sales Coaches is largely based on how it reflects the unique challenges of the AV industry,” says Corporate Sales Coaches Partner Bob Lobascio. “The pace of change in terms of these challenges over the last few months is unprecedented. Corporate Sales Coaches is pleased to offer updated content to help address the current market conditions that NSCA members are facing.”
Corporate Sales Coaches’ Customer Focused Sales Interviews to Sell Managed Services Training, a self-paced, online training program, runs through the ideal process a sales professional needs to follow to make the transition from project-based to as-a-service selling. Upon successful completion of the course, participants earn certification that demonstrates their readiness to sell high-demand, as-as-service solutions.
Upon scoring 85% on checkpoint quizzes, the participant is awarded a Certificate of Accomplishment for the module. Then, he or she can revisit and reference the exclusive training materials for up to 12 months.
To cultivate the program, Corporate Sales Coaches used curriculum from its Customer-Focused Selling system and leading industry resources.
“Through our content and consultation, NSCA has been clear that services-based solutions and sales approaches are important considerations for integration companies,” says NSCA Director of Business Resources Mike Abernathy. “This strategy is even more pivotal now as companies look beyond the COVID-19 crisis. Customers want flexible financing options for their technology needs. An as-a-service relationship provides customers with peace of mind that their systems will be up to date, be supported, and evolve with their needs. Meanwhile, recurring revenue provides integration companies with cash flow when other sources of revenue may be hampered. We’re proud to offer this vetted training program to our members via NSCA Member Advisory Councilmember Corporate Sales Coaches.”
NSCA members can register for Customer Focused Sales Interviews to Sell Managed Services Training for free here. If you have additional questions, contact Mike Abernathy at firstname.lastname@example.org or 608-643-9520.
About Corporate Sales Coaches, LLC
Corporate Sales Coaches is an NSCA Member Advisory Councilmember — a learning solutions company with a 25-year track record of helping clients to maximize employee potential to drive bottom-line results. It attributes success to a passion for results and customized content to meet the specific needs and goals of clients. For more information, visit www.corporatesalescoaches.com.
The National Systems Contractors Association (NSCA) is the leading not-for-profit association representing the commercial integration industries. The National Systems Contractors Association is a powerful advocate for all who work in the integration industry, including systems contractors/integrators, product manufacturers, consultants, sales representatives, architects, specifying engineers and other allied professionals. NSCA is dedicated to serving its contractor members and all channel stakeholders through advocacy, education, member services, and networking designed to improve business performance. For more information, visit www.nsca.org.