Sales Tuning Tune in to selling through coaching
This training is for salespeople and their leaders who want to arrive at client meetings with deliberate, targeted preparation. Building on the GROW 5C Model, we practice active listening, deeper connection and storytelling.
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 one- or two-day group training, in person or online, built on the GROW 5C Model; also available with Thod support.
A salesperson's most important tool is themselves. If they don't feel comfortable in the sales role, or can't bring their best form when it counts, even the best methodology won't help. That is why the training starts here: using coaching tools, participants learn how to reach an optimal, confident state before a client meeting.
What you take away: an understanding of the sources of your own success and your strengths as a salesperson; a method for getting into top form before a client meeting; a clear goal and path for every meeting, and a connection that addresses the client's deeper needs.
Who is the program for?
For salespeople and their leaders who want to arrive at client meetings with deliberate, targeted preparation. It is especially timely when salespeople often don't perform at their best in live client meetings and need a method for reaching an optimal state.
When is it worth starting?
- When your team wants to focus on client relationships and trust instead of short-term, product-centered selling
- When listening and coaching-style questioning should be used more deliberately in sales situations
- When adding storyselling to the team's toolkit is also a goal.
How we work
Here we tailor the GROW model to the client: coaching-style questioning is not a technique but the way a shared solution comes about. Storyselling technique is also part of the practice.
The other focus is getting on the same wavelength as the client. Selling succeeds when it grows out of thinking together and a jointly found solution, not out of listing product benefits. To get there, we practice active listening, coaching-style questioning, client-tailored use of the GROW model and the technique of storyselling.
Program topics
- provoking and recreating your own winning streak and luck
- a coaching mindset in preparing for sales
- a coaching mindset in client negotiations
- the role of listening in sales: active listening in sales situations
- deepening the connection: deliberate, client-tailored use of the GROW model
- storyselling: telling stories well, with a good story.
The program starts from the premise that a salesperson's most important tool is themselves, so the starting point is for them to feel as comfortable as possible in the sales role and to be able to bring out their best performance when it is needed. The training's other focus is getting on the same wavelength as the client: in GROW's view, selling succeeds when a high-quality human connection is built with the client, through thinking together and jointly found solutions. The coaching toolkit provides the mindset and methodology for this.
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 keeps participants applying what they have learned between training days.
