Real Sales Model

With the current market trends and pressures, sales teams are recognizing the importance of a value-focused, customer-centric approach. Building on the many sales theories in the ether, our REAL Selling Sales Training Portfolio helps sales people and leaders consistently meet and exceed their sales quotas, improve accuracy in forecasting, and increase average order value.

The Four Phases

  • Know the customer
  • Know the market
  • Know your product
  • Open with confidence
  • Build rapport
  • Build trust
  • Ask probing questions
  • Recognize motivation
  • Leverage value
  • Lead to the solution
  • Overcome objections
  • Establish metrics for success


You must understand not only what you provide but how customers value what you sell them. Focus your research on their annual reports, the company website, LinkedIn profiles, and market trends and industry news. The bottom line is to know their business as if it were yours.


Industry Information

helps build confidence in the buyer that you understand their pain points and are qualified to solve them.


Market Trends & News

establishes a profile of the catalysts for change and common problems in the industry


Company Information

enables sales to align value to the customer’s goals and culture while managing conversations with multiple stakeholders


In the engage phase, sales must build a foundation of trust. REAL sales training focuses on building
trust and active listening to achieve engagement. This enables the sales person to uncover
the customer’s goals and discuss their problems openly and with confidence.

Advocate for the Customer

Buyers are not looking for products and services, they are looking for valued partners. Transitioning from a sales
person to a partner requires an understanding of your buyer’s goals and value drivers and then demonstrating your
commitment to achieving those goals and values.


Put the buyer first
in every situation


Demonstrate your intent
to enable the
buyer’s success


Build a trusted and valued partnership

Lead to the Solution

Lead to the solution, not with the solution. It is a salesperson’s job to help the buyer make good decisions and make it impossible for them to maintain the status-quo.Guide the buyer to understand the important and urgency of the need and then ensure your solution is the obvious next step.

01. Move Off the Solution

Solutions have no inherent value. Look for goals and point of view first. Diagnose before you prescribe.

02. Get Out All the Issues

Get out all the value drivers.

03. Establish the Success Plan

Determine the priority and set the metrics for success. What do they measure now?

04.Overcome Objections

Align questions to value statements and remember your intent is to make it easy to buy.

05.Ask for the Sale

You don’t win until the customer wins and that means confidently proposing a close.

Our Customizable Sales Training Portfolio

Unlike other sales training programs, our REAL Selling portfolio is based on our proven approach but customizes to the needs of your sale team. That means the courses will align to your industry, deal size, sales cycle, and complexity of the product set for your sales team. The modality varies to meet your specific needs with engaging role-playing and gamestorming activities whether in the classroom or in a virtual learning environment. Begin with our overview course REAL Selling in a one-day class or three 2-hour live online sessions.

Client Success

Asynchronous Learning Program for a News Broadcasting Company

Business ChallengeBusiness Challenge

Business Challenge

Business Challenges

With the business's need to hire 45 new sales representatives in a month, the client needed to conduct training on the latest products and services. Some challenges faced were:

  • Inconsistent training delivery methods.
  • Few opportunities to practice the knowledge/skills acquired through training.
  • Learner disengagement due to heaps of content consumption.
  • Training scheduling was problematic for fluid sales teams.
  • No clear reporting of classroom activities.

Solution Solutions



We developed a blended learning sales training program to maximize learner engagement and operational efficiency.

  • Asynchronous learning was encouraged to make it feasible for learners.
  • A device-agnostic design was created to add personalization.
  • Game-based elements were included for better engagement.
  • Repeatable messages were used for easy memory recall.

Outcome Outcomes



  • 60% decrease in the time to competency for new sales hires.
  • Reduced program’s training cost by $306,000 annually.
  • Visibility of the training initiatives across all 109 media markets.