John Grubbs - When Training Matters

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wolf sales

Can we make the wolf persona mainstream in sales? Should I buy a Super Bowl ad to communicate my new wolf sales model to the world? Too big or too lofty a goal? I need to share the model and test interest with the world to answer these questions. A virus mutates to survive, so sales models must adapt to the changing buyer. The 2009 financial crisis gave birth to the challenger sale model in 2011. My goal is to use the 2020 pandemic to introduce the Wolf Sales Model to the world in 2022.

Currently, there are ten top sales models. Some you may have heard of, while others are more obscure to the non-sales community. Many hybrid models also exist within the whitespace between each model. I will explore two as an introduction to the Wolf Sales Model for selling.

But first, let us examine the wolf. Throughout history, the wolf gets depicted as the enemy. The wolf is neither good nor bad. The wolf is precisely what thousands of years of genetic coding have created. The mere fact that man has spent thousands of years breeding dogs from the base DNA of the wolf is essential to consider. The wolf is not better nor worse than the lamb.

Wolves are a species of canids, which groups more than 50 subspecies. This great variety of subspecies is since their physical characteristics allow them to adapt to various ecosystems, and they have spread throughout almost the entire Northern Hemisphere. Despite their resemblance and closeness to the dog, wolves are difficult to tame.

Although some individuals can live alone, these mammals live in packs and maintain a hierarchical social structure. They are great hunters thanks to their sharp senses, the strength of their jaws, and the speed of their legs. Their weight depends on the breed and the availability of food.

Common wolf traits:

  1. Wolves are fast
  2. Wolves are adaptable to most habitats
  3. Wolves have powerful senses
  4. Wolves typically live in groups (packs)
  5. Generally, only the male and female leaders reproduce in the pack
  6. Wolf fur color adapts to the environment
  7. Wolves are communicators
  8. Wolves have different moods, including playful and affectionate
  9. Wolves are ravenous and can eat up to 20 pounds at one time (remember this)

The Challenger Sale breaks sellers into five buckets: Relationship Builders, Hard Workers, Lone Wolves, Reactive Problem Solvers, and Challengers. Instead of unraveling the needs and demands of the customers, the Challenger Sale model uses the framework of teaching, tailoring, and taking control of the buying journey.

Solution Selling is the basic idea that you should sell a solution rather than a product. Since released by Mike Bosworth in 1988, this has been a foundation for several other methodologies. It was a reaction to the trend of vendors starting to sell solutions that were much more complicated than they had ever before been. Solution Selling provides a deeper insight into today's mature and informed buyers. This methodology has evolved based on an extensive network of trainers that help the method keep pace with complex and rapidly changing business climates.

The Wolf Sales Model has a preference for...

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