Today’s Buyers Want More
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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.
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. 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
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Prepare for each client or prospect meeting – so there’s no more last minute winging it.
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Plan in advance how to launch the conversation, the best questions to ask, how to present the solutions with value and even be proactive on thinking through what objections, stalls or barriers may be encountered.
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And most importantly – how to consolidate each conversation for everyone to know expectations, next steps or even whether this isn’t a good fit for your company.
A few other highlights of Genuine Sales:
Everything for success is included – the leather bound course workbook, audio Logitech headset, audio messages, interactive pdf sales tools, 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 Three Hour Sessions - Genuine Sales Workshop
7 Reinforcers 90-minutes each
GENUINE SALES VIRTUAL LIVE COURSE AGENDA
Pre-Work: Getting to Know You Survey Monkey
Workshop Session 1:
- Why Collaborate?
- Introduction to WIIFT
- Tribal Types
Pre-Work: Tribal Types Tool
Workshop Session 2:
- Wait
- Initiate
- Investigate
Pre-work: Quick Prep Tool
Workshop Session 3:
- Facilitate Solutions
- Facilitate Objections
- Then Consolidate
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
“It used to be my show, now it’s all about them."
"I have won more business in these last few weeks, opened more opportunities and did it all with less customer conversations.”
"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 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!