Why Do They Buy?


Winning requires launching and executing successive growth strategies. Strategic intent centers on the pursuit of growth – not fear of failure.


Selling is all about influence.

Whitewater Group offers workshops designed to help salespeople develop trusting and influential customer relationships – to differentiate themselves by
 the way they do business.

A customer is influenced by the salesperson’s ability to add value
 and the quality of their relationship with the customer.


How does a sales person truly add value?

• By understanding what value is to the customer - in all its forms.

• By combining expertise and experience with deep and authentic curiosity about the
 customer and the challenges.

• By focusing discovery on the customer’s full solution to
 their problem – not just on the product.

• And by understanding that adding that value helps to create a relationship characterized by two things – trust and influence.


Download PDF> Enterprise Storage Case Study

From Our Clients

"Our product selling cycle is complex and often involves many decision makers. Mike and his team of talented sales professionals immersed themselves in our business; they customized their programs to make them extremely relevant to our business model. The training - both in sales and negotiation - really paid off. Our seasoned sales managers and reps gave a big thumbs up.  Time well spent, with an amazing ROI."

- Larry Bushey

Group Manager, Sales Operations
Beckman Coulter, Inc.

Contact Us

Phone: 866-427-1098