Sales
Structure instead of instinct
Sales teams rarely fail for lack of effort. They fail because the conversation has no structure, the follow-up has no discipline and the negotiation starts too late. Participants practise their own deals in the room and leave with a repeatable method.
What changes
- Needs-based conversations instead of product pitches
- Objections handled without discounting reflexively
- Follow-up that actually happens, on a rhythm
- Service that customers remember for the right reasons
What we cover
The selling conversation
- Consultative Selling Skills
- Advanced Sales Skills
- Understanding Customer Needs
- Questioning & Listening Skills
- Objection Handling
- Closing Skills
- Customer Engagement Skills
Negotiation and influence
- Negotiation Skills
- Advanced Negotiation
- Win-Win Negotiation
- BATNA and ZOPA
- Influencing & Persuasion
Selling in each channel
- B2B Sales Effectiveness
- Retail Sales Excellence
- Channel Sales Excellence
- Dealer & Distributor Management
Running the territory
- Sales Planning
- Territory & Market Management
- Key Account Management
- Relationship Management
- Follow-Up & Sales Discipline
Service and experience
- Customer Service Excellence
- Premium Customer Experience
- Luxury Retail Customer Experience
- Grooming & Professional Presence
Leading the team
- Sales Leadership & Coaching