Grand Unified Theory of Selling
GUTS℠ CONSULTATIVE SALES TRAINING
“…the best salespeople really don’t sell. They help their prospects buy.”
Improve consultative selling and relationship management skills across the entire spectrum of sales and account management activities.
Develop a better understanding of individual sales styles, strengths and developmental needs.
Provide practical knowledge and skills that can be immediately applied to improve individual and team performance.
Create Workshop follow-up tools and plans to reinforce the learning and support participants in applying their new skills.
WORKSHOP AGENDA SAMPLE
Principles of Selling
Planning & Tracking Sales Activities
Gaining & Maintaining Trust
Inner Game of Selling
(using Birkman personality assessment)
Planning & Conducting Meetings
Identifying Needs & Pain
Addressing Budget & Authority Issues
Developing & Recommending Solutions
Converting Sales Opportunities
Following Up After the Sale
Developing New Business
Individual Action Planning