3GSG Master Program
The most successful companies implement data-driven, self-directed and instantly actionable learning in their sales teams. Our 12-week program integrates seamlessly with existing sales systems and ensures that your sales teams have the knowledge and skills to drive your business forward.
You may have experienced situations where you missed the signals, misunderstood the needs, or failed to connect with your prospects, resulting in lost opportunities and frustrating customer relationships.
If you are a sales professional or a business owner who wants to expand and grow your revenue in foreign markets, you know how challenging it can be to close deals with customers from different cultures, with varying personalities, and unfamiliar communication styles. You may have experienced situations where you missed the signals, misunderstood the needs, or failed to connect with your prospects, resulting in lost opportunities and frustrating customer relationships.
But what if there was a way to bridge these gaps and close deals in any foreign market?
That’s where the 3GSG program comes in. The 3GSG program is a data-driven and software-supported solution that helps sales teams overcome the barriers they face when selling in foreign markets. It shows them how to bridge the Culture Gap, the Personality Gap, and the Communication Gap that cause missed opportunities and lost deals.
The 3GSG program is based on three pillars:
- Culture: The program helps sales teams recognise cultural cues and interpret them correctly through data-driven, practical culture-specific knowledge. It teaches them how to navigate the sales process with confidence and goal-orientation in different cultural contexts.
- Personality: Sales teams compare their own personality with the realities of a specific foreign market and identify their personal challenges and strengths based on assessment data. It helps them understand how their personality affects their sales performance and how to leverage their strengths and overcome their weaknesses.
- Communication: Sales teams know their communication style and adapt it to their foreign customer’s needs and preferences. We work with call-shadowing to develop the most effective sales communication in a foreign market.
Knowledge Modules and Workshops
Module 1 – Culture Gap
Including online assessments and questionnaires for self-assessment of operational sales activities
- Global Mindset
- The Power of Perception
- Personality and culture as influencing factors in communication
- Individual vs. cultural-normative behaviour in customer conversations and sales processes
- Cultural dimensions in foreign markets
- Global Skillset
- Overcoming challenges with culture, situation, and person in customer contact
- Knowledge instead of assumptions: how to qualify customers
- Authenticity vs. adaptation
- “Treat others how they want to be treated” – giving customers what they need
In-depth practical workshop and Q&A based on current customer projects
Module 2 – Personality Gap
Including online assessments and questionnaires for self-assessment of operational sales activities
- Theory, background, and classification of used assessments
- My report “How do I tick?”
- How does my personality influence my behaviour, actions, and customer communication?
- How does it affect my operational sales in domestic and foreign markets?
- What is my general attitude towards my customers? What is my attitude towards my conversation partners?
- How can I use my personality (my “system” with its strengths and “weaknesses”) optimally in international sales?
- What can I do to make my workday easier?
- How can I overcome potential obstacles, work on my inner attitude?
- What helpful rituals/routines can I develop for my sales routine?
- What can I do more of, and what should I ideally do less of?
- What are some immediate steps I can take?
In-depth practical workshop and Q&A based on current customer projects
Module 3 – Communication Gap
Including online assessments and questionnaires for self-assessment of operational sales activities
- My report “How do I communicate?”
- How does my personality affect my communication with my customers and my operational sales in domestic and foreign markets?
- What are the strengths and potential “weaknesses” of my communication style?
- What communication style do I prefer with my customers and negotiation partners?
- What if my customer thinks differently from the normative communication culture of their country? (in connection with Culture Gap)
- Comparison with the target group/selected foreign markets
- What communication style does my conversation partner prefer regarding the normative communication behaviour of my target country/the target culture?
- What are my communication gaps regarding the communication culture of my target country?
- How can I make my customer communication more effective in terms of the individual phases in the sales process?
- How can I make a targeted and adequate customer qualification, consider stakeholders, and close the deal in the end?
Closing The Gaps – based on current customer projects
In-depth practical workshops and Q&A based on current customer projects. Software-supported analysis of real customer conversations in foreign markets (call shadowing).
- How can I fill the sales process so that it works for me and my target customers in foreign markets?
- Communication throughout the entire sales process – what does my customer need:
- In conversation
- Involvement of other stakeholders
- Follow-ups
- Type of offer
- Conclusion
- Post-Sell
- How can I employ AI language tools to tailor my (written) communication to the preferences of clients in particular foreign markets?
Feedback, reflection, and further discussion based on current customer projects and conversation analysis. Use of country-specific resources.
Certification of the Team Leader
- Ensures transfer and permanent implementation
- Enables access to resources – video material, PDFs, checklists
From the perspective of enablement, we typically recommend our clients to participate in our 3GSG Master program to integrate learning directly into the daily routine of sales representatives, so that improvements can be felt and successes can be seen from the outset. No opportunity costs, no extra burden on employees, no cumbersome appointment scheduling. Instead, learning in short intervals, direct implementation with customers, and access to resources and experts.
Subsequently, we work with your leadership and enablement teams to ensure they have the necessary skills to continuously support and improve individual employees and teams with specific training, resources, and work sessions.
It is important to us that we approach the implementation process with you as partners, so you can continue to rely on our support even after the program has ended.
If you are interested in learning more about the 3GSG program and how it can help you boost your global sales performance, contact us today.