The goal of the Richard Desich Sales Institute is to establish a world class sales institute that centers on the direct input of the thought leaders within our regional business community. The program is an approach to training through a Learn and Apply Methodology – where delivery of content is paired with implementation through a formal hands-on experience. In talking with regional businesses, Lorain County Community College realized that many companies lack the specialized resources needed to equip their sales teams with necessary consultative soft skills. Although there is adequate in-house training to develop product knowledge, LCCC identified an opportunity to respond to this need with a unique kind of sales training.

  • The Desich Sales Institute develops new and existing sales talent and teaches skills needed to succeed in Northeast Ohio’s changing marketplace.
  • This program teaches salespeople to understand both the buying decision science and the internal questions that customers commonly ask and answers.

 

A “New School” of Selling

The Desich Sales Institute takes a comprehensive approach to developing skills for all facets of selling:

  1. Sales Leadership: planning, profiling, assessment, and evaluation practices that show sales leaders how to strategically grow sales by guiding salespeople to higher performance
  2. Sales Talent: developing skills that build relationships with customers to create opportunities for referrals, repeat business, and loyalty – the “new sales model” of earning a client’s business
  3. Recruiting Sales Talent: helping companies learn how to attract and retain the best sales professionals to keep the talent bench strong and not suffer the consequences of unexpected turnover

 

Prepared With The Knowledge, Salespeople Can Now Be More Proactively Prepared To:

  • Help customers say yes more often
  • Eliminate decision resistance by changing the customer buying experience
  • Create faster, more productive partnerships with more decision influencers
  • Differentiate themselves, their company, and their solution

Upon completion of the program, you will receive a Certificate of Advance Professional Sales from The Richard Desich Sales Institute at Lorain County Community College and become Alumni of the program for networking opportunities.

  

Contact Us

151 Innovation Dr. Elyria, OH 44035
(440)-366-4310

 

Program Information

July 2020

This summer workshop is designed as three-part series. You may select either time for each session. Successful completion of the program provides you with complimentary membership to the Desich Sales Institute Alumni Association and Certificate of Completion Desich Sales Institute.

Register Today for the July Program 

SECTION DESCRIPTION

TOPICS

DATES/TIMES

Section 1

Introduction to Sales Process

  • Prospecting and Qualifying
  • Targeting a prospect and filling a pipeline
  • The Lead is a potential buyer
  • Awareness of qualifying a prospect

Wednesday, July 15,
2 – 3 p.m.

or

Wednesday, July 15,
7 – 8 p.m.

Section 2

Preparation and Pre-Approach

  • Researching the potential opportunities
  • Selling Decision Influencers
  • Planning the sales call (GPB)

Wednesday, July 22,
2 – 3 p.m.

or

Wednesday, July 22,
7 – 8 p.m.

Section 3

Sales Approach

  • Building the relationship
  • Credibility Model
  • Time & Tension Model
  • Style Identification
  • Versatility

Wednesday, July 29,
2 – 3 p.m.

or

Wednesday, July 29,
7 – 8 p.m.

 

August 2020

This summer workshop is designed as three-part series. You may select either time for each session. Successful completion of the program provides you with complimentary membership to the Desich Sales Institute Alumni Association and Certificate of Completion Desich Sales Institute.

Register for Upcoming Professional Development Programs

SECTION DESCRIPTION

TOPICS

DATES/TIMES

Section 1

Introduction to Sales Process

  • Prospecting and Qualifying
  • Targeting a prospect and filling a pipeline
  • The Lead is a potential buyer
  • Awareness of qualifying a prospect

Wednesday, August 5,
2 – 3 p.m.

or

Wednesday, August 5,
7 – 8 p.m.

Section 2

Preparation and Pre-Approach

  • Researching the potential opportunities
  • Selling Decision Influencers
  • Planning the sales call (GPB)

Wednesday, August 12,
2 – 3 p.m.

or

Wednesday, August 12,
7 – 8 p.m.

Section 3

Sales Approach

  • Building the relationship
  • Credibility Model
  • Time & Tension Model
  • Style Identification
  • Versatility

Wednesday, August 19,
2 – 3 p.m.

or

Wednesday, August 19,
7 – 8 p.m.