It's not enough to learn different things; we have to learn to do things differently
Have you ever attended a sales seminar or read a new sales book, gotten excited about what you learned and how you were going to use it, but only been frustrated in the end because you didn't get the results you expected? Where the information seemed good at the time, and you got excited, but it didn't translate into real results?
At first, everything seems fine. You're motivated to implement the new strategies. In fact, you're on top of the world. But when you return to the office to face multiple deals, 25 unanswered e-mails, a price issue on your biggest sale, or even a sick child at home, you promise yourself you'll start tomorrow.
The next day you're excited about trying the new strategies, but for one reason or another, you never get around to it. This happens day after day and by the end of the month, you're back in a familiar rut. As time goes by, you lose your motivation, forget the concepts you learned and, for the most part, end up doing things the way you always have.
Does this sound familiar to you? Would you like to know why it happens?
The problem is most people are only dealing with the effect, not the cause, of their performance issues. They operate on the mistaken belief that learning new information is enough for them to be able to take that information and automatically integrate it into their daily lives. But the simple truth is this – it's not enough to learn different things; we have to learn to do things differently.
NASP Certification has three levels:
All NASP members are eligible for Level One certification, whether you're a veteran sales professional looking to set yourself apart, or a new salesperson looking to grow your skills and income quickly.
You probably already have some type of sales process to follow and execute. The question is are you consistently executing? It's not a problem with knowing what to do that holds most salespeople back; it's doing what they know. Level One is specifically designed to help you take action more consistently.
Level One Certification requires you to complete NASP's 45 Day Challenge for Sales Professionals. During this Challenge you will go through a process of committing to specific sales results, clearly identifying what that looks like for you, learning new skills and strategies, and taking small actions every day, building the habits to consistently achieve your sales goals over the long-term. This system allows you to process, integrate and apply new skills and strategy in practical ways in your own real-world sales environment.
Incorporating the principles, skills, and strategies of top performing salespeople from around the world, the 45 Day Challenge for Sales Professionals helps you build habits that shift your long-term sales behavior and performance. A six-week program, with each week focusing on one of the Six Steps to Lasting Change, you'll take small consistent actions each day in four key sales areas – Mindset, Performance, Influence, and Strategy – building new habits completely aligned with what you want to achieve. You'll complete daily exercises online, participate in weekly conference calls or webinars, receive email support, team support; all to build new sales behaviors to get greater results.
The 45 Day Challenge for Sales Professionals is also designed to help you move through the inevitable "discomfort" that comes with stepping outside of your comfort zone when you try something new, or just stretch yourself to the next level. This discomfort is an essential part of the growth and performance process and is often where most people stumble and give up – going back to the comfort of how they've always done it before – even though they know deep down it won't get them the results they really want.
We want to make sure that doesn't happen by supporting you through the 45 Day Challenge for Sales Professionals. The consistent focus of each day on both foundational and higher-level sales and influence skills, keeps you moving forward even when it gets a little uncomfortable. By simply keeping you engaged in the process for 45 days, we know you will have integrated new success habits that will create terrific momentum towards your goals.
To become Level One certified, you will need to chart your progress in a daily log online, which will be reviewed by NASP examiners. In addition you will need to complete a brief examination to of your knowledge, understanding and integration. Because of the nature of the Level One program, we understand that something might come up that prevented you from being able to complete the daily activities. If this occurs, you will be able to take it a second time at no cost. After that, additional entry into the process will require a nominal administrative fee.
Eligibility for Level Two certification requires certification in Level One.
Now that your fundamental sales success habits are built and integrated, and you are consistently executing your sales process every day, how can you make that process even more effective, get more deals, and make more money? Well, Level Two answers that question. It focuses on achieving mastery in Influence, Persuasion, Presentation, and Negotiation skills. In order to be eligible for Level Two certification, you must have achieved Level One certification.
The true art of sales is not in following the 6, 7, or 8 step sales process you currently use, though it is a very valuable resource. It's not reciting a script perfectly, or using the appropriate close, though these also are useful tools. No, the real art in sales is in understanding why a person makes a particular decision in the first place.
Based on human cognition and analytical persuasion, and drawing from a variety of expert sources, Level Two shows you the exact cognitive process every human being goes through in making a decision. Then, using this knowledge, we show you how to not just follow a script or process but actually move someone to a point of decision, one that is a win-win for you and the customer.
Building a house requires more than just a blueprint and a good tool box; you must also understand principles of construction, and be able to put it all together in an appealing way. Steps and scripts are effective tools, but you must understand how to truly influence someone to be able to use them effectively. That's what Level Two Certification is all about.
Candidates will demonstrate their mastery at Level Two by completing an examination (and attaining a minimum score of 85 percent) and submitting a video presentation for review.
Eligibility for Level Three certification requires certification in Level Two.
The final piece for a truly successful salesperson is not in the sales interaction itself, but in everything that happens around it. Level Three looks at what happens before and after the sale. Much of the success of a sale is determined before you ever pick up the phone or sit down at the meeting. How you best prepare yourself, your understanding of the client, your presentation, and everything else that goes into getting absolutely ready for a sales call or meeting is critical.
And it's not enough to just get the sale. You have to make sure you keep it, and that not only do you follow through on your commitments, but that you create a totally satisfied customer and raving fan in the process. How you keep clients consistently coming back, and bringing new clients with them, is the fundamental to increasing and lasting sales success.
Level Three teaches you exactly how do all these things and more. In order to be eligible for Level Three certification, you must have achieved Level Two certification. Candidates will demonstrate their mastery of strategic selling skills in Level Three by completing an examination (and attaining a minimum score of 85 percent) and submitting sales preparation and follow up materials for review.
