Training & seminars
Sales training
Selling in Singapore means selling to buyers who are relationship-driven and rigorous at once: a family-owned distributor who wants to know you before a second meeting, a regional headquarters that scores three proposals side by side. Our courses train for both.
1 course
Consultative selling
Two days on selling by asking better questions rather than reciting better arguments. The programme works on discovery, on the real qualification of a deal, and on reading the person across the table.
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
Many sales methods taught today come out of a single kind of market and assume a single kind of buyer. Singapore puts two very different ones in the same week. On Monday, the owner of a family distribution business who will not discuss terms until there is trust, and who may take the final decision with relatives who never attend the meeting. On Thursday, the procurement team of a multinational's regional headquarters, with a scoring grid, a compliance checklist and two competing proposals already on the table. A salesperson trained for only one of them loses the other.
Our programmes therefore work on three concrete things. First, discovery: asking the questions that make a buyer think rather than the ones that put them on the defensive — and working out early who actually decides. Then reading the person across the table, with DISC, because the same argument lands with one profile and closes the door on another. Finally holding the price, which in a market this competitive is decided long before the price is spoken.
One point of method we stand behind: we do not train pressure techniques. They sometimes work once and cost you the relationship afterwards, which is a poor trade in a city where the serious buyers in any sector know each other and a reputation travels across the region with them.
Like the other programmes, these are modular and run in English, French or Spanish — including for teams that sell into Singapore in English and across the region in whatever the client prefers.
Clients ABP Consulting has worked with
Frequently asked questions
Who are these sales courses for?
Salespeople and account managers in B2B environments, owner-managers who sell themselves, and client relationship teams — including regional sales teams based in Singapore. The programmes assume a sales cycle with several people involved rather than over-the-counter selling.
Do you teach high-pressure closing?
No, and it is a deliberate choice. Those techniques occasionally produce a signature and damage the relationship afterwards. In a market where the serious buyers are few and talk to each other, that is a bad trade. We work on the quality of discovery and on holding the price.
What languages are they delivered in?
English, French or Spanish. Most Singapore sales teams take the session in English. The courses are not delivered in Mandarin, even though this site can be read in Chinese; for a team that sells in Mandarin, the method transfers, but the role-plays will be in English.
Can they be adapted to our sector?
Yes, and it is the most useful in-company format. The role-plays are built from your own deals — your real objections, your competitors, your procurement processes. A generic case trains nobody to answer the objection they will hear next week.
Is DISC included in these programmes?
It is built into the module on reading the person across the table, in a short form applied to selling. Teams who want to go further take the two-day DISC and Driving Forces course, which treats the model in its own right and gives each participant their own profile.