Sales

Programme overview

A practical sales programme built around how your team actually sells: your buyers, your sales cycle and your objections. Sessions combine structured method with live practice on real opportunities, so behaviour changes after the training room rather than during it.

Business challenges addressed

• Inconsistent results between team members
• Pipeline full of unqualified opportunities
• Discounting instead of value-based negotiation
• Weak discovery leading to generic proposals

Learning themes

• Buyer understanding and qualification
• Discovery and needs analysis
• Value articulation and proposal framing
• Objection handling
• Negotiation without eroding margin
• Pipeline discipline and follow-up

Possible programme structure

1. 01

   Foundations & buyer context

   Align the team on the buying journey, decision-makers and qualification criteria.

2. 02

   Discovery in practice

   Question frameworks, listening discipline and live call practice with feedback.

3. 03

   Value, objections & negotiation

   Position commercial value, respond to pressure and protect pricing integrity.

4. 04

   Application & follow-through

   Action plans on live accounts and a review checkpoint with sales leadership.

Indicative structure only. Session count, depth and sequencing are confirmed during design.

Customization approach

Case studies, role plays and objection libraries are rebuilt around your products, market segments and sales stages.

Vanguard does not claim third-party certification for this programme. Any accreditation requirement can be discussed during scoping.