One- to three-day classroom programs built for B2B teams selling complex, considered, high-value products. Trust-First Selling fundamentals, taught with real deal scenarios from seventeen years of capital equipment sales.
This is not a motivational session. It is in-person sales training built around real deals — a working programme for sales teams that already carry a quota and already know their product, but lose deals to slower competitors, can't read the room, or burn pipelines with pressure tactics that don't survive a second meeting.
Every sales training workshop is rebuilt for the client. Before the room is booked, I sit with the sales leader, listen to a few call recordings if available, and look at the live pipeline. The workshop is then framed around the actual deals your team is trying to close — not generic case studies pulled from a textbook, and not the boilerplate scripts that come with Sandler sales training or other off-the-shelf curricula.
Roleplays use your products. Objection drills use the objections your buyers raise. The frameworks are taught once, then rehearsed until they're muscle memory. The result is sales person training that actually changes what reps do on Monday morning.
How to diagnose a buyer's real position in the first 10 minutes — committed, exploring, or just collecting quotes.
Asking the questions that earn the right to recommend, instead of running a checklist that feels like an interrogation.
Moving the conversation from price to consequence. Especially for teams that compete against cheaper, faster, or louder vendors.
The three categories of objections, and the right response to each. Drills with your team's actual top-10 objections.
Holding price, holding terms, holding the relationship — when the buyer has time and you have a number.
How to ask for the decision without poisoning the relationship if the answer is 'not yet.'
Where to spend the next 90 days. Which accounts to grow, which to retire, and which to chase.
A half-day add-on for the sales managers, so the coaching continues after I leave.
Two-day, three-day, or a modular series across weeks. Pick up the phone — we'll talk about what your team actually needs before we talk about format.