Sales Tuning Coaching-based selling
This two-day training is for sales teams that want to replace a product-centered approach with lasting, relationship-based partnerships with their clients.
GROW 5C Model
GROW's own methodologyThe sales process step by step: where the greatest value is created and where things get stuck.
- We walk through the steps of the sales process and look at where we lose the customer
- We separate where skills need developing from where the system needs to change
- Not every performance problem is a training issue, and the model makes this visible
GROW's 5C model breaks the sales process down into steps and asks the same two questions at each one: where is the greatest value created for the customer, and where does the process get stuck? The model starts from the premise that not every performance problem is a training issue: in some cases the salesperson's skills need developing, in others the system, the process or management practice needs to change. The diagnosis therefore always looks at the whole process, from first contact to follow-up, and only then decides on the form of intervention. In training, the model provides a shared framework for preparation, attentive listening, building rapport and customer-tailored conversation management; in consulting work, it is the backbone of Sales Audit and Sales Organization Development.
Related programs: Sales Readiness Program – A Survival Kit for Salespeople · Sales Tuning – Coaching-Based Selling · Sales Tuning – Tune In to Selling through Coaching · Sales Audit and Sales Organization Development
What is the program about?
A 2-day group training, in person or online, built on the GROW 5C Model; Thod support available on request.
What you take away: a conscious grasp of your sources of success, and better preparation for client meetings; a clear goal for every meeting and the path to it; deeper connection with clients and a conversation technique that naturally leads to a purchase.
Who is the program for?
For sales teams and their leaders who want to replace a product-centered approach with lasting, relationship-based partnerships with their clients. It is especially timely when the sales team wants to strengthen a relationship-based approach.
When is it worth starting?
- you sell high-value, complex solutions where trust is decisive
- your salespeople want to prepare for client negotiations with a coaching mindset.
How we work
The two days begin with recognizing your own winning streak: what has worked so far, and how to recreate it deliberately at the next meeting. Storyselling, the good story as a sales tool, gets a block of its own.
You cannot sell a high-value, complex solution by listing benefits. Clients buy when a lasting, human connection has formed and they have reached the solution by thinking it through together with the salesperson. Sales Tuning teaches this kind of selling: a relationship-based approach instead of a product-centered, short-term one.
To do this, we use the coaching mindset and toolkit both in sales preparation and in client negotiations, tailoring the GROW model to the client.
With active listening, questioning and a good story, we connect to the client's real goals.
Program topics
- recognizing and recreating your own winning streak and luck
- the coaching mindset in sales preparation
- the coaching mindset in client negotiations
- deliberate, client-tailored use of the GROW model
- storyselling: telling stories well, with a good story.
Delivery
We tailor the weighting of the topics to the client organization's situation. On request, we support the program with the Thod learning support system, which helps participants keep applying what they have learned between training days.
It is also worth starting if:
- the goal is to understand clients' deeper needs and build the conversation around them.
