Individual program
A 4-week live online program covering every step of B2B sales, from the first call to the signed contract, in a small group.
Who it is for
No prior experience required.
Weekly curriculum
Week 1
We start with why a salesperson needs a methodology. We use CRA and BANT to test whether an opportunity is real and score it with M.Risk. In pairs, you score one of your own opportunities. Assignment: score three open opportunities and write the question that fills the missing piece in each.
Week 2
Pre-call research, O.P.C. question types, big questions and active listening. We also cover note taking and meeting minutes (MoM). Half of the session is a first-meeting role play in groups of three. Assignment: prepare a question plan for a real upcoming meeting and send the customer a MoM afterwards.
Week 3
The customer's decision tree and roles, buying behaviours and persona colour codes. You learn to calculate the cost of the customer's problem, turn value into numbers and base your proposal on it. Assignment: map the decision tree of one opportunity and draft a cost calculation.
Week 4
An objection handling model and practice with common objections. The procurement process, negotiation preparation and tradeables you can offer instead of a discount. Closing and the mutual action plan (MAP). Assignment: a negotiation preparation plan and a MAP draft for one opportunity.
How it works
You fill in the form. We get in touch to share the program details and payment information. Payment is by bank transfer.
Once a group of up to 6 is complete, we share the start date.
Each week you join a 2-hour online session and work on real situations.
You submit an assignment each week. The certificate is issued after all four sessions and four assignments.
Participation terms
FAQ
Fill in the form and we will contact you with the group dates and payment details.
