Training & seminars
Sales training
Two days of consultative selling and negotiation, built for a market where you will meet the same buyers again and again: qualify the real need, build the argument, handle objections and negotiate without damaging the relationship.
1 training
Consultative selling and negotiation
Selling in Seychelles means selling to a buyer who already knows you and will see you again next season. Two days on qualifying the real need, building the argument around it, answering the objection behind the objection, and closing without giving the margin away.
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
Selling in Seychelles has two particular features. The local market is small, so the same buyers, the same hotel purchasing managers and the same agencies come back year after year; a deal won through pressure is often the last one. And much of the business is sold abroad or to foreign partners: tour operators in Europe, suppliers in the Gulf or South Asia, investors from anywhere. The same proposal can sound pushy to one buyer and vague to another.
The training is built on a consultative method rather than scripts: qualify, diagnose, build the argument, handle the objection behind the objection, negotiate, close. Participants then learn to adapt it to the person across the table, using DISC to read in the first minutes how much detail, warmth and speed a buyer expects.
It suits anyone who sells a considered purchase: services, equipment, business solutions, professional expertise, hospitality contracts. It is less relevant to high-volume retail sales.
Organisations that have called on ABP Consulting
Frequently asked questions
Is this training useful for people who do not have a sales title?
Yes, and often more so. Business owners, consultants, engineers and account managers regularly have to win work without ever having been trained to sell. The consultative method suits them because it starts from diagnosis rather than persuasion.
Do you teach scripts or closing techniques?
No scripts. A script breaks down as soon as the buyer goes off pattern, which with international buyers happens most of the time. We teach a structure that can be adapted live, and the reading skills to know when to change register.
Does the training cover negotiating with foreign partners?
Yes. Participants work on how expectations about pace, directness and relationship differ between buyers, and how to hold a price without breaking a relationship that will continue after the deal.
Can a session be built around our own offer?
Yes. For in-company sessions we ask for your real offer, the objections you actually hear and, where possible, recent deals won and lost. Participants then practise on those rather than on invented cases.