The Gulas Group provides proven and reliable assessments, coaching, training and development processes that provide significant and measurable improvements in performance and a solid path toward achieving your goals.
Clients seek us out to help them achieve their strategic goals; close sales quickly, resolve internal and external conflicts, reduce falling margins, and smooth communications.
DNA Selling DNA Workshop
This power packed orientation is designed to give the student a solid foundation in the principles and practices of Consultative Selling.
  
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Customers in today's complex selling environment are more knowledgeable and sophisticated, and take a more comprehensive approach to buying. This program uses a systematic process that will provide participants with the skills to build sales, and client relationship superiority, in markets served by their companies. This course delivers the knowledge and understanding of the core principles of our unique integrity based selling system designed to promote more effective selling of technical solutions. Learn how to optimize every selling situation.
Learn New Strategies And Tactics To:
- Distinguish yourself from competition and become recognized by clients as a true consultative resource
- Improve your prospecting results using an innovative, non-traditional selling approach
- Shorten the selling cycle by developing firm commitments early
- Establish credibility quickly
- Increase closing percentage by qualifying more effectively
- Vastly improve the success of your demos and evaluations
- Reduce discounting in competitive situations
- More effectively manage the complex sale
- Improve the integrity of your forecasting...and much, much more
Who Should Attend? Owners, Managers, Sales Reps, Account Managers, Sales Managers, Sales Engineers, Telesales, Telemarketing Reps and Marketing Managers.
You Will Receive:
- Over fourteen (14) hours of lively, informative, interactive training tailored to the specifics of consultative selling
- Our unique DNA Selling Workbook.
- Comprehensive personal sales profile with an action plan for greater success. Identify strengths you can employ more effectively and what you need to change to become higher-level sales professional and earn more.
- Receive on going free subscription to our highly acclaimed DNA Selling sales newsletter
DNA Selling DNA DNA Agenda
| DAY 1 | ||
|---|---|---|
| Time | Topic | Objectives |
| 8:30 - 9:15 AM | Introductions and Expectations | Identify individual and group issues. |
| 9:15 - 10:00 AM | Why Traditional Sales Techniques Fail | Discover why features and benefits don't work; Understanding the complex sale. |
| 10:00 - 10:15 AM | Break | |
| 10:15 - 11:45 AM | Overview of DNA Selling Process - Wavelength (Step-1) | Learn a respectful, consultative process to shorten your selling cycle. |
| 11:45 AM - 1:00 PM | Lunch | |
| 1:00 - 2:15 PM | Creating Rules of Engagement to Guarantee Positive Results (Steps 1-2) | Learn how to take direction of the sales call; Eliminate providing "free advice" without benefits to both parties. Practice. |
| 2:15 - 2:30 PM | Break | |
| 2:30 - 3:30 PM | Understanding What Really Motivates People to do Business With You. (Step 2) | Move from transactional sales to process selling. Build a compelling position for your company |
| 3:30 - 3:40 PM | Break | |
| 3:40 - 4:45 PM | Qualifying for Commitment, Questioning Strategies, 'MICRO PRESENTATIONS" | Getting a commitment before you present your solution. New ways to ask questions. |
| DAY 2 | ||
| Time | Topic | Objectives |
| 8:30 - 9:30 AM | De-brief Exercise, Review Lessons Learned | Practice your " Micro Presentations". |
| 9:30 - 10:00 AM | Commitment, Decision, Resources (Steps 3-5) | Discover money others can't find. How to get your price without discounting. |
| 10:00 - 10:15 AM | Break | |
| 10:15 AM- 12:00 PM | Resources Decision/Advanced Rules of Engagement, Decisive Bravery (Steps 4-7) | Understand what it takes not to spray & pray. |
| 12:00 - 1:15 PM | Lunch | |
| 1:15 - 3:00 PM | Resources, Decision/ Decisive Bravery | Finding Budgets. |
| 3:00 - 3:15 PM | Break | |
| 3:15 - 3:40 PM | Success Elements | Eliminate barriers to success. |
| 3:40 - 4:45 PM | Putting it all together in a plan : Lessons Learned (Boot Camp Assignment) | Your 48 Hour Action Steps Debrief your calls. |
