GDA's 90 Day Encore!

... The Consultative Selling Post Class Sales Skills Refresher

Sales people who have already attended GDA’s Consultative Selling have learned and practiced a powerful sales call structure that will enable them to deliver “in-the-zone” sales calls. But how can you know that they are still applying what they’ve learned, and how do you provide reinforcement of skills development – weeks or months after the initial positive training experience? Even top performers in the core curriculum from Growth Development Associates Inc. (GDA) may need “a tune up.” Getting sales people to consistently utilize these new concepts can be the key to significant business growth, and with just a two-day refresh, you can check and reinforce sales success.

GDA’s 90-Day Encore! GDA’s Encore! Sales Skills Refresher program utilizes skills learned from three of its premiere courses, Consultative Selling, Quantifying Benefits, and Preferred Partner to assure that skills training results in field success.

Program Structure

The Encore! Workshop features highlights from GDA sales strategies that reinforce or introduce powerful on-the-street sales activities in three integrated Phases.

• Phase I, In-field Account Prerequisites. After attending Consultative Selling, each rep is required to complete a sales situation profile that captures information they would have discovered while making consultative sales calls. Missing information immediately points out any lack of skills application, and will require the sales reps make high level customer calls to fill in the gaps of their skills and customer knowledge. GDA then provides written feedback based on the questionnaire content.
• Phase II*, Classroom Refresh. The morning is used as a rapid paced review of Consultative Selling, Quantifying Benefits, and Preferred Vendor. The afternoon is dedicated to practicing selling skills against the attendee-developed case studies of their live opportunities, providing real practice scenarios.
• Phase III, In-field Execution of Assessments and Recommendations. Each attendee integrates GDA feedback, class analysis, and reinforced curriculum skills to craft a documented action plan.
• *GDA’s Encore! Workshop Phase II, Classroom Refresh, is offered in a one or two day version.

Targeted outcomes include:

• Refresh and practice of powerful GDA sales techniques
• In-field customer involvement in account management practices
• Initiating best practices for the creation and execution of an Account Plan
• Confidence building and reinforcement from in-field peers and management
• Identification of post-class activities and opportunities for higher levels of account success.

Call GDA at 800-966-4321 for more about Encore!

Following Encore! With GDA’s Epiphany assures continuous refresh through weekly field sales success updates.

Frequently Asked Questions

1. Why is this called the “90 Day” Encore! Program? In ninety days, all of the attendees from Consultative Selling should be experiencing daily success from the skills they have learned. Still, without coaching, inspection and refresh, even the best people can lose their edge or leave out critical components. After ninety days, the sales situation profile, class skills refresh, and live situation practice reawakens and enriches those skills, and the resulting booster will deliver immediate results.
2. Can we schedule Encore! without any of the GDA core curriculum offerings? While this event might be useful as a standalone course, its intent is to serve as a follow-up refresher course to GDA’s Consultative Selling. The skills that are checked and tested are those that should be in use following completion of GDA’s Consultative Selling.
3. How many people can be “tuned up” at a time? Ideally, the attendees from each Consultative Selling Class should return for Encore together. When companies have engaged in full sales force training, it is also very acceptable to mix attendees from different classes...
4. Can Encore! be used in conjunction with Epiphany; i.e., basing the Encore! content on epiphanies gathered over the 90-day period? Absolutely. GDA believes that Epiphany and Encore make a great companion training where both offerings have the potential to improve both the value and substance of the other.

Companion Product

GDA’s Epiphany – Field Sales Skills Tuning Program featuring Continuing Sales Best Practices is an excellent complement to Encore! Epiphany services include a weekly examination and reporting of sales force activities to identify best practices that are working. Epiphany makes a strong research argument prior to Encore! or a powerful post class reinforcement of Encore’s value.