Sales
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.
What you will be able to do
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
- Develop the discovery phase
- Develop your active listening
- Adapt your dialogue to the situation
- Showcase your offer and your strengths
- Handle objections
- Close the sale
Programme
Discovery
- The questions that make someone think, and the ones that close the conversation
- Getting the cost of the current situation said by them rather than announced by you
- Workshop: each participant redoes the discovery on a live deal
Qualifying
- Telling a real pipeline from a declared one
- The three criteria that genuinely qualify an opportunity
- Walking away from a deal without losing the client: wording and timing
The buying group
- The single decision-maker no longer exists: mapping the real roles
- Who to speak to, in what order, and what you say to each
- The internal sponsor: recognising them, arming them, not overloading them
The proposal
- Using the client's own words in the document they will circulate
- What goes in writing and what is said out loud
- Preparing the pitch: three messages, not fifteen slides
What this course gives you
Taking this course, you will learn to grow your revenue, but also to uncover what your client really expects, make client contact easier and sharpen your commercial, sales and negotiation strategies.
Through a range of communication tools, the programme teaches active listening to identify the real needs of the people you deal with. Convincing your client and answering objections effectively are the threads that run through the whole course.
Questions about this course
Is this training in one named sales methodology?
No. The four-letter proprietary methods can be read in an evening and do not change a discovery. The programme works on specific moves — the question asked, the reformulation, the order of the meetings — and borrows from existing methods where they help, without selling any one of them.
Our cycles run nine months. Does this fit?
That is the reference case for the programme. Long cycles with several people involved are exactly where the quality of discovery and the mapping of the buying group make the difference, far more than closing technique does.
Can we work on our own deals?
Yes, and it is recommended, particularly in-company. The role-plays are then built from your real objections and your actual competitors. A generic case trains nobody to answer the objection they will hear tomorrow.
Is DISC covered?
In a short form applied to selling, inside the module on reading the buyer. Teams who want to work on it in its own right take the two-day DISC and Driving Forces course, where each participant receives their own profile.