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JOHN GRUBBS Reveals: What the Wolf Sales Model is and who it's for.
THE WOLF
SALES MODEL
John teaches the closely held secrets to his new Wolf Sales Model to help train your salespeople and increase profits.
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The way of the wolf.
The Wolf Sales Model has a preference for hunters rather than relationship builders.
This model is geared toward the new business acquisition and not geared toward relationships or customer service models.
This model has four phases:
- The Hunt - Target identification. Creating a finite list, focused, written, and workable (FFWW).
- The Stalk - Prospecting. Identify the qualified prospects, and plan for engagement.
- The Attack - Engagement. This step includes qualification, discovery, and proposal delivery in person.
- The Kill - is closing or getting the deal inked – a contract.
Also known as HSAK.
The model can get deployed by individuals or coordinated packs with account-based sales techniques.
Upselling/cross-selling, on the other hand, are typically done by account managers or customer service professionals.
Who is best suited to leverage this model?
Since engineers tend to be more rational than relational, technical-minded sales reps are an ideal population for this model. Technicians tend to be most effective at the rigidity and repeatability of this skills-based approach. Instead of relying solely on instincts during the buying journey, wolf sales reps also rely on learned skills.
Wolf sales reps are best for industries that move fast.
Long buying cycles are least suited to this
model.
Aggressive sectors such as engineering solutions for acute opportunities or challenges match
the wolf model for sales.
Wolves tend to be impatient and derail deals that take years to close.
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Wolf sales reps are adaptable to many industries!
Such as energy, aerospace, or bioengineering, which present complicated solutions to customer problems. A true wolf can sell in various sectors with time to adapt and learn. They are smart.
"These sales reps tend to have good instincts
when it comes to people."
They use specific skills to detect buyer needs and then utilize this information to negotiate.
Wolf sales reps dislike discounts as an indication of poor value clarification.
They utilize calculated risks to move decision-makers toward a close.
This model applies to mainstream sales thinking. It is not a niche selling strategy and maintains
broad application in business development.
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