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3-Day
Strategic Sales Training

ASP/04/0007/2D/SST

Course Overview

This programme equips participants with deeper skills to analyse clients, position value, and influence decisions. Using Blue Ocean Strategy, Value Proposition Canvas, and Challenger Sale principles, delegates will learn how to differentiate offerings and guide clients towards new thinking. The PAIN and SPIN models provide practical questioning frameworks, while TAP-C™ ensures commitments are secured at every stage.

Course Objectives

• Apply consultative and challenger sales approaches

• Use PAIN and SPIN to uncover and shape client needs

• Map stakeholders and buying influences

• Apply Blue Ocean Strategy and Value Proposition Canvas to differentiate

• Use TAP-C™ to build collaboration and accountability

Course Outline

• Foundations of strategic sales

• PAIN/SPIN frameworks for discovery

• Blue Ocean Strategy & Value Proposition Canvas

• Influencing decisions using Challenger principles

• TAP-C™ and negotiation for long-term commitments

Target Audience

• Mid-level sales professionals and key account managers

Methodology

• Role-play sales conversations

• Customer mapping workshops

• Case-based sales simulations

Daily Agenda

• Day 1: Consultative selling; PAIN & SPIN discovery; stakeholder mapping

• Day 2: Competitive positioning with Blue Ocean & Value Proposition Canvas; Challenger Sale approaches

• Day 3: TAP-C™ for accountability; negotiation and securing long-term commitments

Conclusion

Participants will leave with frameworks to uncover needs, challenge thinking, and secure strategic sales outcomes.

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The Models, and Techniques we will be using are:

• Blue Ocean Strategy  to help salespeople create uncontested space and position differently.

• PAIN model (Problems, Amplify, Implications, Need-payoff)  classic consultative sales questioning.

• SPIN model (Situation, Problem, Implication, Need-payoff)  similar but very powerful in B2B contexts.

• Challenger Sale  teaching salespeople to reframe client thinking.

• Value Proposition Canvas  for aligning offers with customer pain/gain.

• TAP-C™  to structure conversations and ensure commitment.

Dates Available

TBC

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Contact us for more information