I’ll always remember facilitating a specific method to consultative selling, where the participants—sales consultants and managers—had to learn a new approach to use on a day-to-day basis. The facilitator guide suggested we create an icebreaker connected to the local culture. For Brazil, that meant it had to be samba related!
The samba is considered a dance of celebration and joy. In the consultative selling workshop, participants used the principles of a samba school to creatively introduce their teams. Introductions were about community, competitive advantage, and choreography (partnering), much like the consultative selling approach.
As executive ...
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