Celestica - Information Technology
Celestica- Engineering Services
Grainger - Information Technology
Group M -
NW Arkansas Online
Harper College for Business
All Wood Cabinetry
Orange County Register
Riverside Press Enterprise
5 Step - Collaborative Sales Process
WAIT • INITIATE • INVESTIGATE • FACILITATE • THEN CONSOLIDATE
Matching Conversations to Buying Preferences
The "Will" of
Today’s Buyers Want More…
more than the consultative approach sales professionals have read in hundreds of sales books and courses over the past 20 years. Buyer’s accessibility to information allows them to research, make comparisons and develop their own ideas for solutions to their problems, opportunities, wants and needs. Today’s buyers are no longer waiting for sales professionals to provide solutions. They ‘Google it’ first and talk to those who might be able to help them later. And they don’t want another vendor. Vendors are a dime a dozen. They do want to buy from a strategic business partner.
WIIFT – WHAT’S IN IT FOR THEM
Buyers Also Have Fewer Resources
They are crazy busy with time, patience and money and are less tolerant of sales professionals who do not provide value to them with their product, service and relationship. There’s a need for a strong strategy to approach today’s sales and conversations differently than in the past. In order to close more deals, it’s imperative to make every sales conversation matter with a genuine, efficient and effective focus on THEM, the buyer.
Only sellers who collaborate as trusted business advisors and collaborative consultants will be the ones making the sale today.
How Does Genuine Sales Do This? We do this with fun – relevant – impactful sales processes! The virtual workshop is highly interactive using white-boards, games, chats, surveys and breakout discussions in pairs, triads or small groups of four. We promise, we will NOT be lecturing… that would be boring! It’s called a workshop for a reason – everyone attending works.
Sales professionals collaborate and
A few more highlights of Genuine Sales:
Everything for success is included – the leather bound course workbook, audio messages, a sales developmental benchmark survey, access to interactive pdf sales tools, a mobile app, plus on-going coaching.
You’ll really think you are in a live meeting room participating in table discussions, flip chart competitions, white board drawing, polls, private chats and triad breakouts with the virtual-live format! You will not be bored and it will be hard to multi-task! This is not the typical webinar you have experienced in the past. This virtual-live interactive format is where all training will be in 5 years!
VIRTUAL-LIVE INTERACTIVE COURSE SCHEDULE
3 1/2 Three Hour Sessions – Genuine Sales™ Workshop
7 Reinforcers 90-minutes each
GENUINE SALES VIRTUAL-LIVE COURSE AGENDA
Pre-Work: Getting to Know You on Survey Monkey
Workshop Session 1:
Pre-Work: Tribal Types Tool
Workshop Session 2:
Pre-work: Quick Prep Tool
Workshop Session 3:
Reinforcer 1: Quick Prep Tool, Sales Survey, Goal Planner
Reinforcer 2: Wait and Initiate
Reinforcer 3: Investigate, Goal Update
Reinforcer 4: Facilitate – Whats to WiifTs, Quick Prep Tool
Reinforcer 5: Facilitate – Working Through Objections
Reinforcer 6: Then Consolidate, Goal Update
Reinforcer 7: Post Sales Survey and Celebrate
Recent Genuine Sales Graduates Say
“I closed a $4.6 million dollar deal with 2 visits by following the Genuine Sales principles. Before GS this kind of deal would have taken 6-8 client visits.”
“It used to be my show, now it’s all about them. There’s a big difference in the relationship. I am selling as a strategic advisor and not a vendor.”
“I expect to double my business now that I have the tools to collaborate and sell the way my prospects want to buy!”
“In the last 4 weeks I have closed 3 deals valued at $500,000 that before Genuine Sales would still be going back and forth. I know how to focus, make every conversation matter, consolidate, and advance the sale without wasting their time. The reaction from prospects is different than before and they are eager to buy!”
In just 10 weeks, our Genuine Sales graduates have more quality sales in the pipeline, more signed contracts and more time to sell!