Sales professionals who lose track of the fundamental tasks involved in selling don't perform as well, so we've created the TSE Certified Sales Training Program to help sellers stay focused on what's important. Sales includes many tedious tasks that, done together, help sellers be successful. The TSE Certified Sales Training Program focuses on fundamentals because we want to help you be proficient at selling. Golf game Golf demands precision. Small adjustments to your club or your stance can completely change your swing and where the ball lands. It's a tedious game, and the professionals who play it every day practice the same shots over and over to become proficient at it. If they don't practice it repeatedly, they won't perform well on the course. [03:19] TSE's Certified Sales Training Program intends to do the same thing for sellers. Our goal is to help sellers focus on the small, fundamental tasks on their way to becoming proficient. I spoke to a VP of a major organization about fundamentals and why we miss them sometimes; things like prospecting, asking the right questions, building rapport, listening, building value, and closing. When we don't do the fundamentals, we don't succeed. Experienced sellers I've come across many people who are experienced sellers that suddenly clam up and struggle to do things like prospecting. Fear paralyzes them and their pipelines dry up as a result. [04:02] I typically discover that they never truly understood the fundamentals, so when they started to struggle, it wrecked their confidence. The TSE Certified Sales Training Program is different than anything we've offered in the past. It's 12-weeks long, and it's broken up by month. Each month, we tackle the core struggles sellers face. The first month addresses prospecting. The second deals with building value. The third area is conversion or closing. Each month includes four modules and each module includes 30 minutes worth of video. After you watch the videos, you can engage with the coaching groups to address what you learned. At the end of the week, you apply the principles you learned, and test the results. We include role-playing and shared experiences. At the end of the entire course, you're certified. Now you can go and share what you've learned with others in your organization. We're launching a Beta test of the program and we're inviting about 20-25 people to participate with us. They'll help us work out the kinks before we publicly launch the program. Role play If you're looking to improve your own fundamentals, role play is an important tool. Even if you've been selling for a long time, role-playing helps you improve your interactions with customers. A recent guest on the podcast shared that his company shares information among all the team members, tests new ideas, and then evaluates to see how successful it was. When they stumble upon a successful idea, they apply the new concept to their own process. They role play and practice it because they realize that you can always improve and you can always learn. [07:50] Study Listening to this podcast is a great way to continue to learn about sales. In addition, you should engage in personal sales study of your own. In the case of TSE, we can't always discuss concepts in depth because we have a limited amount of time. Consider listening to audiobooks as a way to expand your knowledge base. If you don't already have Audible, take advantage of the

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