Sales
Consultative selling
Selling in a market where the buyer already knows you and will see you again next financial year. Two days to qualify what the client really needs, build the argument around it, handle the objection behind the objection, and negotiate without conceding the margin.
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 training gives you
Growing your revenue, and before that, finding out what the client really expects, making first contact easier and sharpening your sales and negotiation strategies.
Active listening is taught as the way to identify a real need rather than a stated one. Persuading and answering objections run through both days.
Selling in a market where everyone knows each other
Mauritius rewards a particular kind of selling. The pool of buyers is small, buyers talk to each other, and a supplier who won a deal through pressure rarely gets a second meeting.
The negotiation part therefore focuses more on holding a price in a long relationship than on winning one round at the table. Groups also practise selling across three languages, since moving from Creole to French or English during a meeting is the norm rather than the exception.
Questions about this training
Who is this training for?
Anyone who has to win or defend a deal: salespeople, account managers, and business owners who sell while they run the company. No previous sales training is needed.
Does it suit a market where clients buy again and again?
That is the case the training is built for. In Mauritius, most revenue comes from repeat business or referrals, which changes the cost of a forced close. The relationship after the sale is treated as part of the sale.
What does the programme cover?
Preparing prospecting and objection handling, the sales meeting from opening to discovery, active listening, building an argument with the CAP method, handling objections, negotiating and closing.
How are the two days run?
Short inputs, real cases brought by participants, quizzes and role plays. Come with a live deal. The materials remain available online after the training.