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Unlocking Yes

Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.

Perpetual Hunger

Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.

The Bonus Round: Corporate Sales Lessons & Strategy

The corporate sales world is a fascinating place. It is big, bold, challenging, mind-bending and one of the most fun environments to sell in of all. The reason the corporate sales world is different is because it attracts the brightest minds from all age groups. Think of corporate sellers as elite athletes because all of the same practice, focus, persistence, resilience and professional conduct: mirror major sports. Only the best in corporate sales get to raise the trophies and huge bonus payouts.

Sales Essentials! Sales, Prospecting & Negotiation

Sales Essentials combines the best of Consultative Selling, Sales Prospecting and Business Negotiation Training. Sales Essentials is a learning of end to end sales process. It balances soft skill sets with great workshop exercises designed to drive sales and close smart deals. It makes an excellent onboarding program for new sales hires! It drives hunter mentality!

Topics Covered

  • Sales Prospecting Process
  • Customer Planning Cycles
  • Customer Planning Process
  • Cold Calling
  • Creating
  • Elevator Speech
  • Getting The Pitch Right
  • Consultative Selling Process
  • Establish Demands/Needs
  • Data & Intelligence Collection
  • Proposal Generation
  • Presentation Essentials
  • Speak Customer’s Language
  • Building Relationships
  • High Gain Questions
  • Buyer/Seller Collaboration
  • Selling Exciting Benefits
  • Objectives Ours/Theirs
  • Overcoming Objections
  • Trial Closes
  • Value of follow-up
  • Cost Modelling
  • Price
  • Time as a tool
  • Mini SWOT Analysis
  • Negotiation Process
  • Tactics/Strategies
  • Bargaining Continuum
  • Closing Smart Deals
  • Thinking Like A Hunter!


Typically Full Day, Half Day, or Lunch & Learn. Customized duration is also available.


Deep workbook, Wallet Tip Cards and Framed Certificate of Completion

Who Should Attend

Sales professionals and those entering the sales profession.