Your best salespeople don’t follow your sales process, or indeed anyone else’s. They are customer-centric, acting as trusted advisors and guiding customers through their individual Buying Cycle.

3D Creating Client Value (3DCCV) is a definitive opportunity management programme that equips your salespeople with the strategies, skills and conversational techniques to guide customers through the Need, Choose and Worry stages of the Buying Cycle. CCV is based on more than 20 years of quantitative, qualitative and field-based sales research, and forms a core part of Imparta’s 3D Advantage® Curriculum.

In 3DCCV, teams learn how to bring agile, game-changing insights to their customers, stimulating demand by understanding their objectives, the barriers to achieving them, the capabilities that can help, and the decision process they will need to follow. They learn and apply sophisticated influencing techniques, from using social proof to connect with prospects online, to building momentum through loss aversion, to managing customer decision criteria and improving stakeholder alignment.

Critically, they also develop the ability to build trust with their customers and clients, gaining access to key stakeholders as they guide them through the Buying Cycle.

This highly interactive programme develops lasting skills through a comprehensive set of simulated activities, application and real-life exercises, tools and reinforcement techniques within Imparta’s continuous improvement ecosystem.