The structured sales approach.
How to prepare and complete sales that bring value to customers?

Agility means being more prepared than competitors. For an agile salesman, time is measured in weeks, not years.




How do we run a successful advisory sale process?
The Commercial Action Plan (CAP) – the basis for the prospecting
The structured prospecting model and prospecting methods

Winning Trust

Empathy – the basic prerequisite for relationship
Build and deliver key messages
Effective application techniques of rapport in relationship

The sales conversation

Situational analysis and discovery needs protocol
Technical motivations and personal motivations for customers
How to explore the needs: listening
Knowing the client’s perspective

Building Value

Understanding the objections
Solution argumentation methods
Argumentation of the value proposition


Behavior in commercial negotiation
Personal styles of negotiation and persuasion styles
Preparation and planning of negotiations
Negotiating situations

Coaching and final evaluation

Developing of the Personal Seller Profile
Presentation of results of defining moments in campaign front of a group of managers


  • Increase customer portfolio and value per customer
  • Apply sales planning techniques
  • Reach sales targets by applying cross-sell and up-sell techniques


The program consists of 6 modules in which all the stages of strategy, where sales planning and execution are handled in a practical manner.

The workshops will be personalized on the processes and methods of the organization.

The impact of the program can be evaluated up to the level of the increase in sales number and value.
Coaching, practical application of transferred skills, team exercises and feed-back.


  • Flipchart and video projector presentations
  • Case studies, Interactive exercises
  • Teamwork, Reflections, Role Playing Games
  • Movies, Motivational Stories
  • Brainstorming


Duration: 2 days (8h / day) – including breaks / 6-15 participants

Target group: sales teams, front-office staff, relationship managers, all persons involved in the sale of products / services
Participants will receive specific work tools (hands-outs, worksheets, guides etc.)