Sales Consultancy
Sales and negotiation training for entrepreneurs and teams, built on how people actually decide.
Buyers rarely say what they mean. Not because they are hiding it. Because they have not worked it out yet.
Scripts and frameworks help. They are not the real skill. A framework tells your reps what to ask. It cannot tell them what the answer meant. Training that stops at the questions leaves your team guessing.
The call that never happens
Prospecting stops being difficult and starts being unpleasant the moment a rep cannot handle the response. So it goes first, and it goes quietly.
The ones who do dial sound apologetic, because they are braced for a no they were never taught to work with. That is what the prospect hears, and that is why they do not get through.
It is not a confidence problem. Nobody showed them what to do with the answer.
It breaks at the first call.
The first ninety seconds
"Morning, glad to be here. We've been looking at your services and we're keen to hear more."
Most reps ask just enough questions to be able to tell you they have done their discovery. Then they present. Or worse, they take it at face value and go straight into "why are we so great?"
Both just made a big assumption that might sink the deal. Nobody in the room knows why the meeting really got booked.
There was a better next move.
It breaks at the clarify stage.
The deal that dies in the corridor
Nobody asked how the decision actually gets made. Who signs it, who can quietly kill it, what happens between the meeting and the money.
And a rep can find out exactly who signs it and still run the same pitch, because nobody showed them what a different signer changes.
Ask three of your reps how their biggest deal gets approved. The answer tells you what your forecast is worth.
It breaks at consensus.
The method
We start with your team's real calls, not a questionnaire. What the buyer actually said, and what your rep did with it.
PROBE for the structure of the conversation. WHO, HOW and NOW for the decision. Then the part nobody teaches: what to do with the answer you just got.
Seminars do not change behaviour. Reps put the read in their own words, run it on live deals, and get scored on real calls until the better move is the one they reach for first.
Start with Five Better Next Moves: what to do with what a buyer just told you. None of them is a pitch.
Then one email every Thursday on what actually happens in sales conversations.
No filler. Unsubscribe whenever.
Writing
Notes on what actually happens in the room.
Right now your reps can tell you what the buyer said. Ask them what it meant.