7/9/2010
What Else Are You Selling?
Every year we graduate dozens of CPMR candidates, yet every year only a handful go through the CSP to become double designees. Why is that? Are CPMR graduates no longer selling? Or do they think CPMR gave them all the sales tools they need?
CPMR, as you know, is all about running a more effective and forward thinking rep firm.
Certified Sales Professional is all about selling.
The combined power of CPMR and CSP is awesome! You are a better business person after CPMR. And after CSP, you will not only will you be a better salesperson, you will also be able to guide your sales team better. WARNING: Your first CSP graduate will not be your last.
There are 39 CPMR graduates that have earned CSP, too. Here is what a few of them have to say about having both designations:
CPMR has provided me a more global understanding of the rep business. I am able to focus on the important aspects of our business and make more informed decisions. Adding the CSP designation brought structure to what we do as a rep firm. I have eight others in the company that are CSP designees and I am also able to help them identify solutions utilizing their education. Dual certification in today’s business environment is of tremendous value.
Kevin Adams, CPMR, CSP - Shaffer & Nelson (NEMRA)
CPMR and CSP are extremely well run and taught by highly skilled instructors that bring real world experience into the classroom. CPMR provides the platform and skills needed to run and manage a rep agency (line profitability, personnel management, technology, tax concerns, and benefit issues to name a few). CSP provides a proven road map through the sales process that allows me to be successful in the selling end of my business. Sales is simple, but not easy! Each certification provides me with critical skills needed to run and work in a successful Manufacturers rep agency.
Dave Dasson, CPMR, CSP - Net Sales (ERA)
I am very honored to be one of only 39 people with the double designation.
The CSP program has been one of the best things that I have done for my sales career. It has been very beneficial to my career, helping me work towards achieving my goals. I have recommended the program to all of the sales professionals I know, whether they are relatively new to sales or have been in the sales profession for years.
Scott Catanzarite, CPMR, CSP – Group 4 Retail Equipment (MAFSI)
There is still time for you to earn your CSP designation in 2010. Minnepolis is filling fast (only six seats left at this writing). Phoenix is the last opportunity in 2010. Ahhhh...Phoenix in October...almost as good as Tempe in January!
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HIRA 2010 Faster failure makes you more money. At least that is what Rick Farrell says at HIRA 2010. And it does make sense…if you aren’t going to get the sale…at least don’t get it as fast as possible so you can get on to the next opportunity.
I enjoy it when objective third parties reiterate what we talk about in CSP. Don’t sell…ask questions. Don’t show up and throw up.
Rick relates that clients are swimming in content…what salespeople should be providing is context! Bring perspective to the client.
Get the client to sell us…sell us on why the client wants to change…sell us on the fact that the client is ready to change. Or perhaps, the client is comfortable being uncomfortable and isn’t ready to change. Interesting.
HIRA 2010 has been a very good conference. Congratulations to the leadership!
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Arvada, Colorado 80005 
