STEP 02 · Prepare the sales team
Toolkits: discovery questions, objection handling, proof
Everything written to be said out loud, not admired in a deck.
Where this sits on the journey
See the full journeySTEP 01
Know your customer
3 products
STEP 02
Prepare the sales team
3 products
STEP 03
Open doors and build connection
3 products
STEP 04
Evaluate
2 products
What this is
The practical kit your team reaches for before a meeting: what to ask, what to say when it goes sideways, and what to show.
A toolkit earns its place if someone opens it in the car park ten minutes before a meeting. Ours are short, spoken, and organised by the person your team is about to see rather than by product line. Discovery questions that get past the rehearsed answer. Objection responses that acknowledge the objection instead of talking over it. Proof (numbers, references, case studies) matched to the persona who actually needs convincing.
A toolkit earns its place if someone opens it ten minutes before a meeting.
What you get.
01
Discovery question sets
Per persona, sequenced, with the follow-up that gets past the first polite answer.
02
Objection handling
The objections you actually get, with responses your team can say in their own voice.
03
A proof library
Evidence, numbers and references mapped to the person who needs to see them.
How it runs
What changes
Preparation stops depending on who happens to be good at this, and starts being something the whole team can do.
In practice: The red object problemLet's talk about the deal you are trying to win.
Bring us one live deal and we will look at it together. No pitch, no obligation.
Get in touchThe rest of the programme