Enterprise sales require more than just product knowledge they demand an understanding
of buyer psychology, strategic thinking, and relationship management. This course is
designed to help participants navigate complex B2B sales environments, build trust with
multiple stakeholders, and close high-value deals effectively.
You will explore how perception, mindset, and decision-making psychology influence
enterprise buying, and how to apply consultative selling techniques to create value and
constructive tension. The course introduces proven frameworks such as Challenger Sales,
providing practical strategies to teach, tailor, and take control during enterprise
engagements.
Participants will also learn essential skills for mapping stakeholders, qualifying
opportunities, managing the enterprise sales pipeline, and accelerating deals with
actionable strategies. This course equips you with the tools and mindset needed to succeed
in high-stakes enterprise sales.
What You Will Learn
By the end of this course, you will be able to:
Understand the psychology of buying and how perception and mindset influence
decisions.
Apply the consultative selling framework effectively in B2B environments.
Master stakeholder mapping, enterprise qualification, and meeting strategies.
Use the Challenger Sales approach to create constructive tension, teach, tailor, and
take control.
Apply B.A.N.T.E qualification to identify high-potential opportunities.
Engage with different enterprise audiences and manage their expectations.
Raise pain thresholds and lower action thresholds to drive decisions.
Future-pace enterprise decisions using both emotional and logical certainty.
Optimize your enterprise sales pipeline and accelerate deal closure.
This course is practical, strategic, and focused on real-world enterprise sales success.
Program details
1. Stages in Consultative Selling Approach
These are the key phases a salesperson follows to understand a client’s needs, build trust,
and offer tailored solutions. Typical stages include building rapport, uncovering needs,
presenting solutions, handling objections, and closing the sale.
2. The Consultative Selling Process
A structured method where the salesperson acts as a trusted advisor, focusing on asking
the right questions, listening actively, and creating value-based solutions rather than just
pushing a product.
3. Challenger Salesman
A salesperson who teaches, tailors, and takes control of the sales conversation. Unlike
traditional salespeople, they challenge the customer’s thinking and provide insights that
drive new perspectives and opportunities.
4. Selling as a Challenger
A strategic approach where the salesperson proactively guides the customer through
insights, challenges assumptions, and demonstrates how their solution delivers unique
value, positioning themselves as an essential business partner.
5. multi-Stakeholder dynamics.
A selling scenario that involves engaging and managing multiple decision-makers or
influencers within a client organization. Success depends on understanding each
stakeholder’s priorities, aligning value propositions, and building consensus across the
group.
5. EMOTIONAL INTELLIGENCE IN MANAGING DIFFICULT CUSTOMERS.
This training is designed to help sales and customer-facing professionals leverage the
power of Emotional Intelligence (EI) to effectively manage challenging customer
interactions. Participants will gain a deep understanding of their own emotions, triggers,
and behavioral patterns, while learning how to regulate responses, communicate with
empathy, and maintain composure under pressure.
The program equips participants to recognize and respond to both high- and low-EI
behaviors, understand how emotions influence customer decisions, and create emotionally
engaging experiences that enhance satisfaction, loyalty, and sales outcomes. By the end of
the training, participants will be able to turn difficult customer interactions into
opportunities for connection, resolution, and business growth.
What You’ll Learn:
The true meaning of Emotional Intelligence and its role in personal and
professional effectiveness
How to understand your strengths, weaknesses, triggers, and emotional
responses
Techniques to regulate impulses, manage reactions, and control negative
tendencies
How to develop genuine empathy and communicate with emotional depth
The role of intrinsic motivation in fostering discipline, resilience, and high
performance
How to identify high- vs. low-EI behaviors in real interactions
Why emotions drive buying decisions and how to use this insight to improve
engagement
How to intentionally structure emotionally engaging customer experiences
that enhance conversion and retention
PROGRAM DETAILS.
1. Understanding Emotional Intelligence.
Participants will explore the true meaning of EI and why it is considered a critical skill for
mastering human interactions and achieving personal and professional effectiveness.
2. Self-Awareness and Self-Regulation
This section focuses on recognizing personal strengths, weaknesses, triggers, and
emotional responses, and on developing the ability to regulate impulses, manage
reactions, and design behavioral checks for more effective interactions.
3. Social Skills and Empathy
Participants will learn to build genuine empathy, communicate with emotional depth, and
understand others’ perspectives to enhance relationships and customer interactions.
4. Motivation and Resilience
The training highlights how intrinsic motivation drives discipline, resilience, and high
performance, enabling participants to maintain focus and energy in challenging sales
situations.
5. Identifying High vs. Low EI Behaviors
Learners will understand the differences between high- and low-EI behaviors and how
these impact relationships, sales outcomes, and workplace dynamics.
6. Emotions in Selling
Participants will explore how emotions influence buying decisions, why customers buy
emotionally and justify logically, and how to structure emotionally engaging experiences
that improve conversions and retention.
7. Enhancing Emotional Competence for Sales Success
The course equips participants with practical strategies to enhance their emotional
competence, improving both personal well-being and sales effectiveness while navigating
difficult customer scenarios.
