CCSP Module IV

Professional Sales Skills Workshop

April 30 – May 2, 2024 | Waldorf, MD

Register Here

NOTE: Please login and register as the person who is attending the event. You should NOT register another individual under your personal profile. Each registrant must log in and register separately.

Logging in is easy if your company is a member of NRMCA or you receive emails from NRMCA. Your login name is your full email address and your password is: concrete

If you need to set up a profile for a registrant, please contact NRMCA Membership or 703.706.4800.


Cost: Member: $1,150 |  Non-Member: $1,500

Course Location: Chaney Enterprises, 12200 Acton Lane, Waldorf, MD 20601

Parking: There is complimentary parking available on-site at Chaney Enterprises.

Hotel Information: NRMCA has NOT contracted a block of rooms for this event but suggests the following nearby hotels:

Hilton Garden Inn
10385 O’Donnell Pl, Waldorf, MD 20603
10 minute drive/3.5 miles from course location

Hampton Inn
3750 Crain Highway, Waldorf, MD, 20603
9 minute drive/3.4 miles from course location

Courtyard by Marriott
3145 Crain Hwy, Waldorf, MD 20603
9 minute drive/3.4 miles from course location

Airport: The closest airport is the Ronald Reagan Washington National Airport (DCA) located 26 miles/45 min from the course location. Other airport options include Baltimore Washington International Airport (BWI) located 47 miles/1.5 hours from the course location and Dulles Washington International Airport (IAD) located 53 miles, 1 hour from the course location.

Transportation: Please check with your hotel of choice to see if shuttle service is available. Transportation to/from the course location will NOT be provided by NRMCA and is the responsibility of the registrant.

Dress Code: Business casual.

Weather: The average temperature in Waldorf in April is upper 60’s during the day and mid 40’s at night.

Cancellation Policy: Full cancellation refunds, less a $125administration fee, will be extended until April 8, 2024All cancellations after April 8, 2024, will not be refunded. Fee cancellations cannot be transferred to a future class. Substitutions can be made at any time with no penalty. Registration cancellations must be made in writing to: [email protected].


Course Schedule (subject to change):

Class times: Day 1-2: 8:00 am – 4:00 pm | Day 3: 8:00 am – 12:00 pm

Exam time: Day 3: 1:00 pm – 3:00 pm


Sales fundamentals for sales staff and all mid-level RM staff who interface with internal and external customers.

3 Days of Highly Interactive, Industry-Specific Learning.

SESSION 1: The Changing Role of the Professional Salesperson
An overview of how the selling environment has changed, and how the salesperson must change as well. The professional salesperson’s primary responsibilities are defined, along with the role of the consultative salesperson. Includes an exploration of what customers want, why they buy products and services, and an explanation of “the price game” and how to play it. There is also an introduction to the sales process, as well as an introduction to pre-call planning and preparation.

SESSION 2: Finding Potential Buyers
Three reasons why most salespeople don’t do enough prospecting and eight keys to performing this critical function successfully. How to interface with the four different levels of decision makers. How to reach unreachable decision makers and using channels of access and influence. How to gain recognition and acceptance. Prospecting by telephone, and using a prospect information form. Telephone tips for extensive telephone marketing. How to develop better written communication skills, as well as how to be noticed in a sea of salespeople.

SESSION 3: Creating a Sales Plan
Learn the foundation of good planning, and discover the four key questions which result in successful planning. Explore eight important elements involved in planning. Implementing activities based on knowing the difference between efficiency and effectiveness, the learning how to apply Parado’s Law. How to apply goal setting to sales planning effectively. Managing your time and territory.

SESSION 4: Presentation Skills
The purpose of presentations, deciding on a formal or informal approach, and effective presentation principles are covered in this section. Planning and conducting an effective presentation is detailed, using the three “R’s.” How to build value into your presentation and a discussion on features and benefits is included. Also covered: visuals and using the professionally, third-party testimonials, and references. An explanation of how to use personal stories offers the professional salesperson a “consultative arsenal” to sell “value” to prospects and customers.

SESSION 5: Discovering Customer Needs
How to effectively lead the discovery phase of the sales call, including how to handle premature requests for pricing. How to properly structure a series of probing questions to discover customer needs is offered. Also, an explanation of reflective questions, paraphrasing and re-framing, the three most powerful types of questions for sales success. Why “listening” is more than just a fundamental skill in today’s consultative selling environment. Five ways to becoming a better listener are covered in this session.

SESSION 6: Responding to Buyer Concerns and Completing the Sale
An explanation of why buyers raise concerns or offer objections, as well as the reasons for resistance. The eight steps in clarifying concerns, and how to respond to them. An exploration of what happens when resistance is personal, how to effectively handle disagreements, and dealing with the emotional response to customer concerns. How to remove the procrastinator forward and overcome the skeptic. What to do when resistance seems insurmountable. When to get agreement, gain commitment and complete the sale.

For more information, contact Shawnita Dickens at 703-706-4854


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