Ignite Your Sales With Steve Gielda

Sales Strategies for Consulting Businesses

As a salesperson, you need to find the right people to talk to if you want to make progress and successfully complete a sale. But how do you determine your customer’s criteria to choose one proposal over the other?

Steve Gielda, from Ignite Selling, has the answer. During this episode, you will learn how to develop decision criteria, who are decision-makers in sales, and price is not the number one reason people buy from you. The takeaway here is that what is important is constructing information and what you do with it.


02:20 – Who are Steve’s ideal clients? They fall into three categories: Someone in a competitive marketplace, in a complex marketplace and someone trying to penetrate an existing market.

03:30 – This is how he helps them to overcome these challenges. Establish the strategies to achieve their sales goals and the behaviour they need to execute those strategies.

07:40 – Two types of simulations Ignite Selling runs to create strategies. Content and capstone simulation.

10:30 – How do the simulations work? They use interactive learning maps to drive the experience.

11:55 – What is the difference with role-playing? Simulations take the predictable outcome out of the equation.

19:00 – This is what separates the top performers from average performers. It’s not about the information you get, but what you do with the information you receive.

21:20 – Where do you get the data about your client? You need to validate the information you get with multiple people.

23:20 – Price is not the most important thing. The answer is in the product you are selling.



Two types of simulations Ignite selling runs to create strategies

Ignite Selling runs simulations to help identify the gap in the sales process and gather facts to make the needed changes. They run two different types of simulations:

  1. Content simulation: They teach fundamental skills on how you make questions, listen, handle objections, and plan more strategically. Those are skills people need in order to execute the strategies effectively.
  2. Capstone simulation: They are designed for much larger organizations. It puts together all the skills, the knowledge, the process and the tools the organization needs to implement.

They are called simulations because it’s all about application. It’s not about learning new models from a presentation or workshop. The learning of the models comes from an online module you will learn prior to the simulations.

They still use role-playing in some modules, particularly with people who are not used to selling, to help them with their communication skills. But we think role-playing is more predictable, and they took that outcome out of the equation. They go further than the role-playing goes in terms of whether the conversation with the client goes well or not. Depending on the results, you have to determine what actions you need to take to complete the sales.

But other parts of the simulations don’t happen in front of the customer. These are all the work you need to do before you even get to talk to them. It’s all about knowing if that is the right customer or not or who you really need to talk to. Strategic simulations are all about putting salespeople into realistic situations to see what they would do.


Where do you get the data about your client?

You need to validate the information you get from different people in the organization. Otherwise, you are missing out on opportunities. Most of the time, salespeople get data from someone they assume has high influence or a VP title and are willing to meet with them. But those are very dangerous assumptions. You should test your hypotheses with people with lower influence to check who are the actual top five decision-makers.


Price is not the most important thing.

The answer is in the product you are selling. Ignite selling work on post-mortem accounts where they evaluate why they lost. And 92% of the time, sales representatives think it is because of price. This is a common misunderstanding. Then they have followed up questions about other criteria that could influence customer decisions and its standards. Then they go back to the customer to ask them what was the criteria they choose one over the other, and price rarely falls in number one or two. What is typically in number one and number two are those things to help the customer achieve the metrics they’ve been held accountable to. Those criteria are more important than price.



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About Steve Gielda

​​For 25 years, Steven Gielda has been helping companies improve their sales performance. The success Steve has achieved in his career comes from helping clients meet their business goals. At the core – Steve is a salesman. He loves working with clients, understanding their needs, and helping them solve problems.

Steve started his sales career at Lanier Worldwide, pounding the pavement and knocking on doors. His experience at Lanier taught him the power of client relationships and the importance of persistence. The career there also taught him the importance of effective sales leadership and helped him move into District Manager and later Regional VP of Sales positions.

Today, it’s Steve’s passion to help others, which is exactly what they do at Ignite Selling. They make a difference in the companies they serve and the salespeople who work for them. There is little that satisfies Steve more than helping customers succeed.

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