The Strategic Challenge
Buyers are well informed, highly trained and very demanding. Buying committees – comprised of end users as well as technical, financial, and operations professionals – often have the final say in upselling, cross-selling and renewal decisions. It is increasingly difficult to maximize each to retain customers, renew contracts, and upsell and cross-sell to provide value for the customer and ensure the full potential of every opportunity is realized.
The Arena Concept
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.
Program Objectives
- Identify opportunities to cross-sell and up-sell
- Gain the skills and tools to surface and work through client questions, concerns or objections
- Engage customers in new, provocative ways, uncover opportunities for innovative solutions
- Create the right dialogue after hiring, to ensure retention and renewal
Navigating The Account Planning Arena
To perform each opportunity to its fullest potential salespeople need to stay “in the moment” while executing their renewal, retention and growth plans successfully. Success comes from having the right skills to engage the customer in a compelling dialogue, ask new thought-provoking questions to surface and prioritize an expanded set of needs, and remove all obstacles to a “yes”.
Free to Share Our IP
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.
Successfully Implemented Programmes
We have successfully partnered with GPG to deploy their behaviour change approach to our entire sales organisation globally. GPG´s approach to 100% real account/opportunity focus and application drove great results & was very well received
Group SVP Learning & Development
Sodexo
