Program Overview
This program is designed for B2B sales professionals navigating complex, high-value sales environments. It equips participants with consultative selling tools like SPIN and FAB to uncover both explicit and implicit customer needs, enabling them to shift from product-pushing to value-driven conversations. With a strong emphasis on real-world scenarios, stakeholder dynamics, and consequence-based objections, the course helps sales teams enhance prospecting precision, lead strategic dialogues, and close more impactful deals. Delivered through case studies, simulations, and role-plays, the program builds practical skills for sustainable B2B success.
Features
- Identify and adapt your selling style to better connect with customers.
- Apply SPIN and FAB frameworks to uncover and fulfill client needs.
- Navigate objections by decoding underlying consequences, not just price concerns.
- Lead strategic sales conversations that drive value-based outcomes and long-term relationships.
Target audiences
- Regional/Area Sales Managers
- Pre-Sales Consultants (with client-facing roles)
- Business Development Managers
- Channel/Partner Sales Leads
Curriculum
- 8 Sections
- 32 Lessons
- 2 Days
Expand all sectionsCollapse all sections
- Selling Styles – Knowing Yourself First4
- The Foundation – Prospecting with Precision4
- 2.1Ideal customer profiling, prospect segmentation, and lead qualification
- 2.2Common prospecting mistakes and missed value cues
- 2.3Real-Life Examples: Field-tested strategies on using referrals, SME positioning, and content
- 2.4Interactive: Prospect mapping activity – create and prioritize your top 5 lists
- Pull vs. Push – A Value-Based Mindset4
- Structured Sales Dialogue – The SPIN Model4
- Features, Advantages, and Benefits (FAB) – Bridging Logic to Emotion4
- Complex Selling – Managing High-Stakes, Multi-Stakeholder Sales4
- Navigating Consequences – Moving Beyond Price Objections4
- Mastering the Art of Negotiation4
Instructor
