ELEVATE SALES PROGRAM

Theme: Understand the sales shift from “pitching” to value exchange.

The world of sales has evolved…and fast. Buyers today aren’t interested in being sold to; they want value, relevance, and authentic connection. In this workshop, we’ll step into their shoes and explore how their expectations and behaviours have shifted. Together, we’ll uncover where traditional sales approaches fall short and why relying on your “pitch” just won’t cut it anymore.

But it’s not just about what’s changed, it’s about how you can adapt. We’ll introduce TLAM, a fresh mindset that moves beyond selling and toward genuine value exchange.

Objectives:

1. To obtain an understanding of how customer expectations and buying behaviours have changed.
2. To identify gaps between traditional sales tactics and what modern buyers respond to.
3. To introduce TLAM as a personal sales mindset.

“This session isn’t about fixing broken sales teams; it’s about changing your mindset and method to meet today’s buyer…where they are.”

Theme: Selling what matters, not what you assume matters.

In this workshop, we’ll dig into the power of clarity, learning how to move beyond assumptions and surface the real problems and desires behind every customer brief. It’s about rebuilding your discovery process to incorporate empathy and insight, so you’re not just selling what you can deliver, but what your customer truly needs. And the best part? You’ll do this while still maximising your financial returns.

Objectives:

1. Learn to uncover the real problems and desires behind the customer’s brief.
2. Rebuild your discovery process around empathy, insight, and clarity.
3. Stop selling what you can deliver and start delivering what the customer truly needs, while still maximising financial returns.

“Have you ever won a deal…only to find out later that what the customer needed was different from what they asked for?”

Theme: Recalibrate with every customer interaction.

Great salespeople don’t just talk; they listen, adapt, and respond to what’s really happening inside of an opportunity. In this workshop, you’ll learn about the power of the feedback loop and how to use it to gain valuable insights that will improve every interaction with your client. If you’ve ever found yourself stuck trying to push a deal forward without success, you’ll discover how to read buying signals, build trust, and keep your prospect engaged.

Objectives:

1. Using structured feedback loops to adjust your approach mid-sale.
2. Avoid pushing through resistance and start listening for buying signals.
3. Build trust through responsiveness and adaptability.

Theme: Building influence through insight and partnership.

Not every salesperson becomes a trusted partner, but the ones who do change the game. This workshop is about stepping into that space: learning how to influence without pressure, guide without ego, and earn the kind of trust that turns conversations into financial commitments. We’ll unpack how providing insights and timing shape buying decisions, and how the best salespeople educate their customers in a way that adds real value.

Objectives:

1. Recognise how trust-based influence leads to long-term sales.
2. Learn to educate customers without offending or overwhelming them.
3. Position yourself as a partner, not a persuader closer.

“Customers send silent and not-so-silent signals (tone, hesitation, changes in engagement), and ignoring them could be catastrophic! “

Theme: The mindset shift and habits that drive sales momentum.

This workshop is about staying ahead of the game and bringing out your natural style. We’ll dig into the habits, routines, and mindsets that might be holding you back (even the ones you don’t realise are there). It’s about making intentional shifts, not just reacting to change. Expect to challenge old patterns, rethink what good looks like, and walk out with a clearer, sharper way to approach every deal.

Objectives:

1. Identify and own the elements of your sales approach that need to change.
2. Move from unconscious habits to intentional strategies.
3. Apply TLAM (Talk Less, Ask More) principles to drive sales performance.

“This session is about confronting what’s not working and making space for what will.”

Theme: Leading through actions, it’s time to make the shift stick.

Habits don’t change overnight but they do change with intention. This final workshop is about taking everything we’ve explored so far and laying the foundation for long-term behavioural change. We’ll focus on how to align personal and team goals with new ways of working, how culture and leadership reinforce performance, and how to embed what’s been learned into daily action.

Objectives:

1. Commitment to a future-fit sales mindset and method.
2. To align personal and team goals to new behaviours.
3. To understand how rewards, recognition, and culture support high performance.

“In sales, nothing ever changes if nothing ever changes.”

This program is designed to transform how your team sells, it’s as simple as that.

“This isn’t about training, it’s a journey where every step builds better habits and sustained performance.”

After each module, your team will reflect on their current habits and commit to practical changes they can make right away.

• Uncover why traditional sales tactics aren’t cutting it anymore.
• Equip your sales team to guide and educate customers without creating friction or pushback.
• Develop sharper, more meaningful sales conversations grounded in what your customers care about.
• Shift from outdated techniques to a trust-based, insight-led sales method that today’s buyers respond to.
• Create lasting behaviour change with the right mindset, tools, and support around your team.
• Delivering outcomes your customers require, without compromising on value.