CSP Certification Program Modules

Module A1: Sales Track -- Seven Attributes of Successful People
Learn the critical attributes of successful people and how to incorporate them into your life. Encompassing these seven attributes feeds into the way you act as an individual and as a professional. These key characteristics will fuel your ability to increase sales and obtain peak performance.

• Understand the “you” side of a transaction
• Learn the value of education
• Why the power of visualization is so important
• Learn to give more then you take in a transaction
• Learn how and why to set proper goals
• Understand why change is an opportunity 
• Use the 80/20 rule to reach your potential

Module A2: Sales Track -- Seven Proven Methods of Prospecting
By incorporating the Seven Proven Methods of Prospecting into your daily activities, you will ensure a minimum of 60 percent to 70 percent close ratio. These methods will increase your profitability, give you a competitive advantage, and provide unlimited opportunities to create recurring revenue.

• How to form alliances for success
• How to make strategic partnerships work 
• How to obtain referrals without asking
• How to get to the right person when cold calling
• Networking techniques that work 
• Why people need to know what you do
• How to work with consultants that are on your team

Module B1: Technology Track -- Voice and Data Technology Essentials
This session focuses on voice and data network and technology concepts. A true understanding of these elements will ensure you can promote any telecom-related product.

• Trunks and Trunk Groups
• Feature by Configuration
• Centrex
• Wireless
• Private Line Trunks
• Public Networks
• Data Network Feature Sets

Module B2: Technology Track -- Convergence Technologies Essentials
This module offers an overview and understanding of core methods of delivery, integration and real-world applications. You will learn how to apply them in business applications to achieve business objectives and how to solution sell them to IT and CxO management.

• ISDN – Integrated Services Digital Network
• xDSL – Digitial Subscriber Line
• CTI – Computer Telephony Integration          
• VoIP – Voice and Video over IP
• Wi-Fi – Wireless (Public and Private networks)
• VPN – Virtual Private Networking via Public IP networks

Module C1: Telemanagement Track -- Carrier Components
With better understanding of vendor elements that are delivered to the end user you will become more comfortable interfacing with clients and helping them to better understand those components. You will be able to provide more value to the customer if you can assist them in understanding these components.

• How to analyze carrier bills
• How to manage carrier bills
• How to negotiate with carriers on behalf of your customers

Module C2: Telemanagement Track -- Buyer’s Advocacy
This session will give you a much clearer understanding of the end users’ environment and requirements. With understanding of the daily issues they face and decision-making process you can gain a rapport with the client and ensure a faster close to the sale.

• How to identify end-user pain points
• Understand end-users’ perspectives
• How to negotiate with end users
• End-User decision-making: then vs. now
• What end users look for pre and post-sale
• How to differentiate yourself with your approach

Continuing Education
For CSP Certified channel partners that are looking for advanced skillsets, the CSP Certification Program will offer opportunities to become a CSP Specialist by taking the remaining modules in a track or becoming and CSP Expert by taking all 18 modules.

Details on the courses will be available in the coming months. Here is a sneak peek at the advanced curriculum our faculty is developing for you.

To register, click here