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FAQ’s and Answers
Frequently Asked Questions and Answers

Q:  How is 3g Selling™ different from other web-based training programs?

Answer:  3g Selling™ is not just a web-based training program.  It’s about a more effective way to sell—called third generation selling.  Third generation selling starts with an approach to selling that meets today’s selling challenges.  Customers have more choices and more information, but less time and fewer resources.  Power has now shifted from the sales person to the buyer, and from the sales process to the buying process.  Third generation selling is all about synchronizing the selling activity to the buying process. It represents a more focused, precise and effective way of selling in today’s challenging times.  3g Selling™ offers the approaches and tools that enable sales organizations to compete and excel in today’s complex selling environment, to step up to, and then adopt this third generation of selling. 

Q:  What is Integrated Learning?

Answer:  Integrated Learning is a highly effective approach to individual and organizational development that leverages today’s technologies.  Da Vinci stated “knowledge is not enough, we must apply”.  Integrated Learning threads the delivery of new knowledge into the actual work environment itself.  Through a series of short 60-to-90 minute live virtual training modules, each program is designed to gain the swift and effective adoption of third generation selling approaches and tools into an organization. Integrated Learning is much more than simply taking Instructor Led Training and moving it to the web.  Through participation in a program of Integrated Learning programs, new approaches and tools are swiftly embraced and a continual coaching and support program is offered through the change process.

Q:  Why is 3g Selling™ only offered in a live virtual setting?

Answer:  The Integrated Learning approach that is used to deliver 3g Selling’s™ approaches and tools cannot be duplicated in the classroom.  Rather than dedicate significant time out of the field for training with “drink from the fire hose” approach, the Integrated Learning method threads the application of new approaches and tools into the actual work environment.  Rather than engage in role plays or case studies, participants are supported through a program where they apply their new skills and methods in real life.  This leads to more rapid and sustainable results.

Q:  How would 3g Selling’s™ Integrated Learning compare to a traditional Instructor Led Training (ILT) program in terms of concepts covered, learning outcomes, and pricing?

Answer:  The concepts covered and learning outcomes for a 3g Selling™ program can be the same as those for an ILT program.  Due to the threaded nature of the program, where participants attend short, focused programs and then immediately apply new approaches and tools in their actual workplace, content can be covered in about 50% of the time of an ILT program.  ILT programs have to allow time for workshops, role plays, exercises, breaks, and case study work.  Although there are elements of these within the 3g Selling™ programs, much of the application of new knowledge, which is simulated in the classroom, happens when participants apply that new knowledge in their roles in between the delivery of the 3g Selling™ programs.  A coach is available to participants between actual programs in a similar way to the facilitator being a resource to a participant during an ILT session.

The cost to a company for embracing a 3g Selling™ program is significantly less than an equivalent ILT program.  Although the cost for the actual training program is similar when delivered in either an ILT or Integrated Learning approach, there is no travel, accommodation, or facility costs associated with live virtual training.  There is also a significant cost savings associated with not having to take revenue generating individuals out of the field for several days.