The Guide Selling Framework

??Introducing The GUIDE Selling Framework?

A buyer-centric selling framework where the process, methodology, and coaching are combined to create a “flyreel” effect for growth.

Problem

Professional selling is in trouble and requires a fresh approach. Today’s buyers wait longer to engage with salespeople and often prefer not to use them in their decision-making process. Quota attainment continues to hover around 47%. Buyers don’t think salespeople add value and would rather self-direct their purchases. And 63% of salesperson lead projects are abandoned to no decision or the status quo.

Solution

A straightforward selling system that adds value while improving the buying experience. It helps?Guide?(not coerce or trick) the prospect to the best buying decision. Your salesperson is the guide that helps the buyer see and understand their obstacles or problems.

The GUIDE process steps are obvious and intuitive by their names. It helps with adoption, skill improvement, and coaching.

The five steps of the GUIDE Selling System are:

·?????Give

·?????Understand

·?????Impact

·?????Decision

·?????Elevate

?Give

To connect with Modern buyers, we must give value. How does that look? Be prepared. Use clear agreements. Greet them as people. Use conversational language. The first meeting is a conversation to determine if there is sufficient reason to solve a problem together.?

Understand

Buyers want to be heard, seen, and Understood. A buying experience is about them. Your salesperson must know the who, what, and why of the buyer as a person and their situation. What is their why? Why do they need to change? Why now?

Impact

Help the client understand the Impact of their obstacle or problem plaguing them. There are financial, emotional, and technical costs associated with every problem. Help the client understand all the costs, including the cost of doing nothing.

?Decision

You are guiding them; to complete that, you must know the who and how of the organizational decision-making. The who, what, where, when, and why of how they move forward?

Elevate

We should eliminate “closing” from the sales language. New client relationships open with a decision to work together; they don’t close. It’s time to elevate the customer and bring them over the problem.

Culture

A fully installed GUIDE Selling System is customized and infused with your culture to increase adoption and effectiveness. Most sales training is lost because it’s disconnected from the daily activities of your sales team and company. There is no reinforcement, and the questions are generic. GUIDE is purpose-built to grow your company.

Want to learn more? Schedule a 15 Minute-Outfitting Call