Sales Readiness Program A survival kit for salespeople
This training is for salespeople who need proven methods for every stage of the customer relationship.
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 1- or 2-day group training, in person or online, built on the GROW 5C Model; also available with Thod support.
What you take away: a clear view of your own toolkit and consciously chosen support tools; clarity about where a negotiation stands and what the next step requires; preparedness, knowledge of negotiation models and a conscious use of body language.
Who is the program for?
For salespeople and their sales managers who need proven methods for every stage of the customer relationship. It is especially timely when internal and external support tools, from motivation to CRM, should be used more consciously.
When is it worth starting?
- your salespeople need working methods for every stage of the sales process
- negotiation preparedness and business etiquette need developing.
How we work
We start with self-definition: who the salesperson is, and what or whom they represent. Then we go through the stages of selling, from the internal support tools, such as motivation and habits, to the external ones: online tools, CRM, protocol.
Two or more people meet for a purpose, talk, and then leave. What determines whether they get up from the table satisfied or disappointed? In sales, the answer is different at every stage: different tools work at the first contact, the visit, the negotiation and the follow-up. The program provides proven methods, models and techniques for each of them.
Negotiation models and business etiquette are covered too, while body language and building in feedback are part of the practice throughout.
Program topics
- who I am, who and what I represent
- the stages of selling
- internal support tools (motivation, belief, expertise, communication, habits) and external support tools (online tools, CRM, protocol)
- negotiation models, business etiquette
- the process of the visit, the meeting and the negotiation
- building in feedback, body language.
Delivery
We weight the topics to fit the client organization's situation. On request, we accompany the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
It is also worth starting if:
- a more conscious use of body language and building in feedback are also goals.
