TRAINING
Global Performance Group (GPG) helps sales professionals reach critical revenue, margin, and cycle goals quickly, cost effectively, and permanently. GPG does this by implement- ing its behavior change approach that includes a practical, hands-on learning approach to provide salespeople with the skills, tools, and confidence to be more effective at every step of the sales and negotiation process, and suc- cessfully close better business faster. GPG works closely with clients to incorporate real-time examples, situations, and scenarios into the training process, and focus the development activities on practice and application instead of theory and lecture. Our unique solutions set contains new approaches to engage the customer immediately and provoke a new understanding of needs and value – an understanding that transforms the sales and negotiation dialogue as well as the dialogue with procurement and professional buyers. GPG’s behavior change process (in 16 different languages) ensures the change is immediate and long lasting, and produces measurable top- and bottom- line improvements.
www.globalperformancegroup.com | 203/202-7523
Tyson Group’s mission is to coach, train, and consult with sales leaders and their teams to compete in a complex world. Taking a diagnostic approach, Tyson Group strives to understand sales teams and addresses gaps through a four-step process: assessment, design, training, and coaching. The firm starts by assessing the team’s compe- tencies to determine strengths and weaknesses. Then, it designs a tailored playbook that defines an action plan to further develop team members and equip them with the desired skills for each marketplace. This leads into Tyson Group’s tailored training solutions and ongoing coaching, which provide a deeper overall strategy to handle day-to-day situations.
www.tysongroup.com | 800-659-1080
SELLING TIP
Ignite Selling is a unique sales training company that believes salespeople learn by doing. We provide all train- ing through competitive simulations to drive relevant learning to increase the application and adoption of new sales models. Our content simulations provide tactical and strategic skills through the use of our interactive learning maps. These highly customized game boards drive critical peer-to-peer learning. Supported by online learning on the front and back end – as well as coaching, reinforce- ment, and measurement solutions – we know how to drive the KPIs our clients are looking for. If clients already have a sales method and want to drive stronger adoption, we offer a capstone simulation that fully replicates the environment needed to practice the knowledge, skills, and process the team has already learned.
www.igniteselling.com | 703/927-4443
Turn Grumpy Customers into Solid Advocates
“Thank God for the rude, unsociable customer. The more salespeople he discourages, the greater your chances will be,” explains a sales expert. “The first step in diffusing grumpiness, rudeness, or inconsideration,” he adds, “is to acknowledge the aggravation and assure the client you are aware of the situation and planning to take steps to help. First, search your mind. If you feel you might have contributed to his attitude in some way, be profes- sional enough to apologize.” With the right approach, the sales expert says some of the grumpiest people he knows have become friendly and sociable – and good custom- ers as well. “Before jumping in, however, make sure the customer is ready to step in with you to address the problem at hand.”
– MOIRA APPLEWHITE
32 | MAY 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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