Customers no longer buy from whoever speaks best, but from whoever understands them best. This course provides practice for every conversation in the sales cycle, from the first call to closing, using real-life situations your sales team faces.

Ideal for

• Sales reps who win new accounts (hunters)
• Account managers (farmers)
• Sales team managers

What will you practise?

• 1. Open the door – G.P.S.: first calls and meetings that spark interest from the very first minute.
• 2. Understand your customer – Consultative selling and powerful questions: uncover the real need before presenting anything.
• 3. Present your proposal – Kill the Wolf and F.A.B.: help customers see their problem and want your solution.
• 4. Handle objections – The E.A.R. model: respond to “it’s too expensive” or “we already have a supplier” without getting defensive.
• 5. Close and grow the account – Atomic Steps, follow-up and cross-selling: make progress one step at a time and grow existing accounts.

AI in practice

A sales-call copilot to prepare for every customer meeting, plus AI role-plays for the most common objections.

What will you gain?

• More opportunities and more closed deals.
• More cross-selling to existing customers.
• Stronger customer relationships.
• A shared method for the whole sales team.

Format

8 to 16 hours. In person or live online. Available in Spanish, English, French or Catalan. Eligible for FUNDAE funding.