1. ©GrowthDevelopmentAssociates, Inc. September, 2012
WHYGDA SALES TRAINING?
Almostall professional andinternalsalestrainingisvaluable. There are three reasonsconsistentlycited
whycompaniesfromIBMand Microsoftto the smallestcompaniesandresellersvalueGDA sales
training.
1. GDA salestraining is the most complete salesdevelopmentcurriculuminthe world. Most
training addressesjust one or two ofthese components.
 “GDA salesandmanagementtrainingisthe onlycurriculumthataddresses and integrates
all sevencomponentsof salesculture.”
1. Can you sell it? – Consultative SalesCalls
2. Tell your story – Effective SalesWriting
3. Justifyit – SellingValue
4. Grow your accounts – Big Deals,SellingUpgrades,AccountPresence,Penetrating
Competition
5. Create new opportunities – DemandGeneration
6. Coach and keepyour people – Performance Planning,CareerDevelopment,
CounselingEmployees
7. Builda career – Interviewing,IndependentSalesProfessional
2. “GDAsalestraining is the most effective salestrainingwe have experienced.”
 Get appointments,andgainthe attentionfromanyone intwentyseconds.
 Notjust whatthe customer’sneedsare,butinfluencesthose needstovalue our
company…BEFORE we have evenbeguntopresent
 Presentingsolutions…notproducts
 Turns objectionsintothe veryreasonstobuyfromus
 Leadscustomersto QUANTIFYtheirbenefitfromwhatisunique aboutus. We are nota
commodity,andwe can beat,“Me too 10% off discountstrategies.”
 Createsurgency onbehalf of the customer…shortensoursalescycle
 Generatedfive timesourcurrentpipeline of new opportunitiesbyourowninitiative
 Closedbusinessfromourmostadamanthold-outcompetitive accounts
3. “GDAsalestraining is a valuable evolutionfora salesforce.”
 No matterwhattrainingyouhave professionallyorinternallyprovidedyoursalesforce,
once they’ve beenthroughit,youcan’trefreshthemwiththe same thing. GDA sales
trainingwill providearefreshedenergythatcanintegrate andenhance the base you’ve
startedwhile incorporatingpowerful,field-proventechniquesthatdeliverssalesgrowth
results.
 If you have a once-in-a-lifetime salesopportunityforthe mostimportantdeal of the
decade…can yousendanyone,orwoulditmatter who yousend? If itmatters,youare
not done developingyoursalesforce.
 Eventhe winnersof the SuperBowl have to returnto practice the followingyear. Your
salesforce deservesthe same investmentandcommitment.