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Course Overview

This comprehensive course transforms salespeople into strategic account leaders. Delegates will master frameworks such as PAIN, SPIN, Challenger Sale, and Blue Ocean Strategy to uncover needs, shape client perspectives, and differentiate offerings. They will learn how to map stakeholders, design account strategies, and create long-term growth. TAP-C™ is integrated throughout as a communication and accountability tool to ensure clients are engaged and commitments stick.

 

Course Objectives

• Master consultative and challenger sales frameworks

• Apply PAIN/SPIN to structure discovery conversations

• Use Blue Ocean Strategy to create uncontested opportunities

• Apply Value Proposition Canvas to align offers with client pain/gain

• Map stakeholders and influence buying decisions

• Use TAP-C™ to structure sales dialogues and secure accountability

 

Course Outline

• Transactional vs strategic selling mindsets

• Needs discovery with PAIN/SPIN

• Challenger Sale approach to reframe client thinking

• Blue Ocean Strategy and Value Proposition Canvas for differentiation

• Stakeholder mapping and account planning

• Negotiation strategies and TAP-C™ for long-term partnerships

 

Target Audience

• Senior sales leaders, account directors, business development managers

 

Methodology

• Account strategy design workshops

• Role-play simulations

• Peer coaching and feedback

 

Daily Agenda

• Day 1: Strategic sales foundations – mindsets, consultative selling, and PAIN/SPIN questioning

• Day 2: Challenger Sale principles; reframing client assumptions; buyer psychology

• Day 3: Blue Ocean Strategy; Value Proposition Canvas; competitive positioning

• Day 4: Stakeholder mapping, account planning, and TAP-C™ in practice

• Day 5: Advanced negotiation, implementation, and sustaining client partnerships

 

Conclusion

Delegates will leave with the skills and frameworks to become trusted advisers, drive growth, and create uncontested value in their markets.

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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.