Today, the buying process is more complex than ever. Buying teams, comprised of diverse decision makers and influencers, complete more than half of their buying process before even engaging a supplier. Research has found that up to 40% of new opportunities are lost to a “No Decision Made” rather than to a competitor. Salespeople must identify new opportunities for a greater chance of success, and then plan to reach the right people in the right way with the right message. Sales teams must understand each existing and potential customer’s methodology, the stakeholders involved, how these stakeholders view them, and accurately assess their strengths and their weaknesses with each opportunity.
One of the cores to GPG's training success is our unique 'Arena' training concept. Sales teams need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behavior and win more sales. This method is available with all of our training materials.
Ensuring each opportunity is executed to its full potential, salespeople need to stay in the moment and leverage the inevitable the stress and tension inherent in every high stakes opportunity. Successful people able to stay calm, focused, and confident throughout the sale cycle, knowing they have the right plan and skills to engage all stakeholders effectively.
GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licenses but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.
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Dealing with Procurement and professional buyers
Dialogue based negotiations.