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Creative Selling Affiliate Program |
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What is Creative Selling®? Does Creative Selling® compete with my training business?What is the Creative Selling® Counsel (CSC)? How do CSC participants benefit?How does a CSC benefit your existing training business? How do I qualify to become a CSC certified affiliate? What is the role of a CSC Affiliate?How much does it cost to become a CSC Affiliate? How do I generate Income? Can I sell my protected geographic territory?Will I be able to convert my Affiliation to a Creative Selling® or Discovery Franchise someday? What Support will I get from Creative Selling®? What Should I do next? |
To learn about our program we have created a user friendly page that lets the viewer browse information by clicking on the questions to the left. You can also download a pdf version by clicking on the download at the bottom of this page. Discovery Systems International, Inc. (DSI) is an S Corporation recognized under the State of New York with a primary business place at 100 Park Avenue, New York City, New York 10017. While offering business consulting, leadership, teambuilding and sales training programs, DSI acquired Creative Selling® and it’s assets from Bentley Hall, Inc to be used as a marketing method of attracting and developing new sales training clients. In 2004 The Business Journal ranked DSI third among Leadership and Management Consultants. Creative Selling® is now in its 17th year of production providing sales tips, skills and techniques to sales professionals each month around the world. The Standard publication is printed in full color on a glossy magazine stock. The publication has no advertisements, product endorsements, or reviews. It is strictly filled with selling tips, skills and ideas that the reader can use immediately. In addition to the generic publication, Creative Selling® has also been customized for a number of niche industries clients such as, Godfery Marine, (boat dealers), Buick® (automotive), Intel® & Seneca Data (computer industry), Wynit & Sandisk® (Photo Retailers), American Paintball Supply (paintball retailers) and The Trump Shuttle (Donald Trumps executive airline shuttle). The Creative Selling® Vision: The Creative Selling® Mission: Does Creative Selling® compete with my local training business? NO! Through Creative Selling® Discovery Systems International, Inc. has redefined its mission and growth strategy. DSI is now operating in a support role for its CSC sales training affiliates. Calling on the 25+ combined years of sales training and consulting experience from both DSI and Bentley Hall, we have refined a methodology of developing and generating sales training clients for privately owned sales training firms that will revolutionize the industry and our affiliates business. This includes: Providing a unique alterative and cost effective marketing solution for our affiliates Develop sales training client leads for our affiliates Cultivating local sales training opportunities for our affiliates Providing sales training materials workbooks and audio programs Implementing our CSC and affiliate brand reinforcement programs Coaching and mentoring our affiliates from an objective point of view Creating recurring revenue opportunities for our affiliates Simply stated, our affiliate’s success is our success. This means making a DSI/Creative Selling affiliation a winning relationship for DSI, Creative Selling, our partners and above all our affiliates and their clients. What is the Creative Selling® Counsel (CSC)? (CSC’s) are peer membership based groups of local sales professionals from diversified industries, companies and selling models within a local geographic territory. Members are hand selected and invited to participate by our local sales expert or group leader (the CSC Certified Affiliate). At the groups foundation is the internationally recognized publication, Creative Selling®. Each month, members will receive an electronic Creative Selling® Ezine containing sales tips, ideas, concepts and techniques on a variety of pressing sales related topics. Each group should consist of approximately twelve through twenty-five members each. Topics may include: Listening skills Customer service Closing tactics Questioning strategies Prospecting methods Marketing approaches Personal development Motivational/inspirational Account management And other selling skills Group (counsel) members have an option of attending a peer group discussion facilitated by the CSC affiliate each month. During these meetings, group members will be encourages to explore the topics contained within the current month’s Ezine, through lead discussions. To further utilize the skills and talents within the peer group, problems and challenges will be solicited from individual group members. The counsel group then works to identify solutions or move forward strategies to address these challenges. How do CSC participants benefit? In today’s hectic business climate, the average sales professional spends more time traveling to and from a sales call than the actual duration of the call. To often salespeople are being hurried and pressured into submitting information, supportive evidence, quotes and proposals. These meeting provide little opportunity for even a moderately skilled salesperson to uncover information or present effective evidence. Because there is no school for sales professionals, the trade evolves and is mastered by trial and error and through a lot of practice. Although calculating the cost of practicing selling skills in front of a live prospect is difficult it’s easy to look at the failure rate of the average sales call and understand the impact. CSC membership provides: An opportunity to work “on” their selling profession as apposed to just working “in” their sales role Objective unbiased feedback from our CSC Affiliate and CSC members. A monthly sales effectiveness sounding board An avenue for personal sales effectiveness growth Creative Selling® tips and skills delivered to them each month. The ability to uncover, identify and practice new skills before they use them in the field. CSC is the place where members:
“My time a salesperson is limited and when I was told I had to go to a selling skills meeting each month I was not very happy. I started receiving Creative Selling® shortly after and attended me first meeting with skeptic. I was surprised to find a number of sales people who share many of the same challenges that I was dealing with on a regular basis. I left that very first meeting with a couple of great new ideas from the Creative Selling® trainer and our group discussion. Over the past year I have increased my sales effectiveness and our sales manager is now sending our entire sales staff through our local facilitator’s full sales training program. It’s great.” Colleen Mancusso, Staff Leasing, Syracuse/CNY How does a CSC benefit your existing training business? A CSC Affiliation provides a strategic client development strategy designed specifically for sales training firms. Sales Trainers have a uniquely difficult time with client development because of the following reasons: Sales Trainer prospecting challenges
CSC Affiliation provides
Other CSC Affiliation benefits
Co-branded impressions
Seminar Revenue
Have you ever met a company with a sales force spread out across the country? Through our network Creative Selling® will possess the capability to serve the training needs of remote sales force such as; Manufacturing representatives, regional, local and national sales personnel. Finally a sales training program for an entire sales force without the costly need of assembling the entire sales force About Network referrals
Management Counsels CSMC Management Counsel Benefits
How do I qualify to become a CSC certified affiliate? CSC Affiliates are typically experienced consultants and sales trainers or possess a sufficient sales management background. They must have string platform skills, self confidence, above average problem solving ability and the ability to manage a highly interactive facilitation process. Each CSC affiliate must be committed to hosting at least one counsel meeting Individual CSC affiliate candidates will be interviewed by our selection committee members who will include Creative Selling® executives. In addition, various assessments utilities will be used to evaluate the qualification of our affiliate candidates. We will asses business experience, sales background, sales training methods, training experience, personal coaching experience and commitment to the CSC Affiliate program. CSC Affiliate Sales Experience
CSC Affiliate Sales Traits
Note: No one can predict with certainty of guarantee any level of success in this or any business venture. However, when certain traits are combined with healthy experience, we can expect a greater likelihood of success within our affiliate model. What is the role of a CSC Affiliate? Being a CSC Affiliate possesses a number of benefits all designed to drive the incremental business growth of our CSC affiliate’s local sales training business. The CSC Affiliate is responsible for implementing the affiliate program methodology and promoting sales training business growth within the protected territory. Step One
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It is the CSC affiliates responsibility to promote and expand CSC membership within his or her territory. CSC Affiliate have specific requirements for marketing to and adding new CSC members using The CSC affiliate systems, methods and tools as outlined by Creative Selling® from time to time. How much does it cost to become a CSC Affiliate? Financial Commitment There is a fixed Kick-Off campaign fee of $5,000 which covers the following
The CSC Affiliate will be responsible for the costs of business cards, stationary, automotive expenses, travel, telephone charges, office expenses, training room expense and all other costs associated with operating sales training business. Creative Selling will rely on email communication which will require internet and email services. A part time assistant would be helpful. Time Investment The time required to be a CSC affiliate can vary significantly depending on factors such as the number of CSC groups being facilitated each month, the types of groups and stage of growth within the CSC affiliation program. Although the CSC Affiliation when operated effectively can result in a handsome full time income opportunity, it is often used as a method of obtaining new clients for an existing training firm. Affiliates looking for full time income opportunities through CSC would be expected to operate four through six CSC meetings per month. Affiliates looking to increase their sales training practice and create corporate training opportunities will be expected to operate one through three CSC meetings per month. If you are like most business consultants, sales trainers and other professional service providers, you may be spending much of your time marketing to potential clients instead of working on client related training projects. You may also spend time on planes or in you car traveling to your client’s locations or to make sales calls on prospects. CSC Affiliation allows you an opportunity to develop a lucrative local business with minimum travel and time away from home or your firm. Additional time will be required to implement our other marketing campaigns from time to time and field calls from interested potential CSC members once the work gets out. However these introductions can be a powerful asset in the growth of your sales training business. Since SCS groups experience turnover, Affiliates should anticipate spending two- four hour a month engaged in new potential member solicitations and expansion of their territories Ezine distribution list. Time Allocation for CSC meetings
Each facilitation CSC meeting will be approximately 2 hours per meeting
Administration and preparation time 2 hours per meeting When considering the time you spend implementing other less productive marketing and client development activities, it would be hard to compare the positive impact of these efforts toward the success of you sales training business. The ideas you share and guidance you provide will long outlive any cold call or marketing effort you have put forth. Developing a community of loyal successful students is the finest way to create longevity and future success in the sales training business. The sales people you train work with today correlate their success with the advice and expertise you have shared with them on the way to the top. History shows that successful salespeople eventually turn into sales managers. With a staff of salespeople who need help, they return to you for their staff training needs in addition to guidance in their management role. Additional Expectations Membership dues Package one Services and Package fee distribution
Any other services provided by the Affiliate to a CSC member or company may be billed directly or through Creative Selling at a 3% processing fee. Creative Selling assumes no risk or obligation for collection on any and all services, fees, and dues billed to the client on behalf of on in conjunction with the Affiliate. Collection any service, dues or fees will be the sole responsibility of the CSC Affiliate. Seminar Revenue Seminars will close with a specific method of developing qualified leads among participants who are interested in talking to a local affiliate about attending regularly scheduled CSC meetings. Additional projects Creative Selling Does not participate in revenues generated from your consulting efforts and training efforts outside the nature of the CSC meeting and one-on-one coaching relationship with CSC members. You determine which projects you engage, negotiate your own rates and terms. Creative Selling and DSI not only encourages these additional engagements but has developed this process to helping you obtain projects of magnitude as a result of the relationships formed within the CSC meeting room. This is the most powerful relationship leveraging utility ever produced in the Sales Training arena and we want you to take full advantage of it dynamic influence within your local territory. Can I sell my protected geographic territory? Our relationship as outlined is an Affiliation which grants you permission to utilize and implement marketing and training methods developed at great time and expense. Creating a salable utility is not the intention of the CSC program rather a method of building your own training business revenue. Creative Selling® and DSI has no influence related to the sale of your own business to any party, entity or individual. However, we reserve the right to place the same qualifications requirements upon any individuals who would be assuming responsibilities related to conducting CSC meetings and interacting with Creative Selling® executives. Providing our qualifications are met and minimum requirements are satisfied we would welcome your transaction openly. We have created an Affiliation which allows you to use our prominence to promote your local business while maintaining control of your own sales training methods, materials and concepts. DSI and Creative Selling® will be expanding our offering in future years to provide:
Will I be able to convert my Affiliation to a Creative Selling® or Discovery Franchise someday? Due to questions and comments related to our positioning to franchise, we have chosen to address this as to our intentions. Though it may appear we are positioning to franchise, we have no franchise offering on the table. We do not deny the possibility of a franchise offering or opportunity within the sales training and development sector. In the event Creative Selling® or Discovery Systems International, Inc produces a franchise offering, CSC Affiliates would be the obvious front runners for the initial wave of franchisees. Any Franchise plans would be as a result of requests from our Affiliates for additional support, materials and proprietary selling methods to address larger corporate concerns and provide uniform training processes throughout the nation. What Support will I get from Creative Selling®? Creative Selling® is committed to supporting your sales training business success through the marketing and client opportunities we jointly develop through our CSC Affiliate program. Our Headquarters in New York has experienced staff dedicated to assist in your success with our program. Below are some support tools you will have at your disposal.
Developing your first CSC meeting
Coaching for a new CSC Affiliate
Creative Selling® website & electronic data
You should expect Creative Selling and Discovery Systems International, Inc. to place your personal and business success at a high priority and gain confidence in our methods and abilities to help you grow. We hope most of your questions have been answered related to the CSC affiliation program and our intentions. I believe this is the most powerful relationship leveraging utility ever produced in the Sales Training arena. I personally hope you’ll take full advantage of the dynamic influence our program can create within your local territory and begin to enjoy increased success in your sales training practice or firm. If you believe you possess the combination of successful traits and the desire to increase your sales training revenue and would like to be considered for our CSC Affiliation program, please complete the CSC confidential personal profile, attach a resume or bio and fax it to 800.555.5555 Attention: CSC Affiliate Coordinator or fill out the profile online. Upon receipt of the above information, A Creative Selling Representative will contact you to further discuss the CSC Affiliate program and answer and subsequent questions you may have. Concluding the conversation there will be a mutual decision to move forward or the process will terminate. Upon reaching a mutual decision to move forward, the next course of action is the completion of a personality profile survey. We request each CSC Affiliate candidate complete this personality profile as to help us determine the whether or not the individual possesses the appropriate blend of characteristics we have found be successful within our network of professional sales training and CSC meeting facilitators. You will receive a complete copy of the results. A conference call with be arranged between you and the appropriate executives from Creative Selling®. All information is then submitted to the Selection committee for final acceptance. Upon acceptance our Agreements and covenants will be reduced to paper and committed to with signatures from both entities and individuals. Thank you for your interest in The Creative Selling® Counsel program |
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