Training & seminars
Sales training
ABP Consulting's sales training teaches consultative selling rather than scripts: how to qualify a real need, build an argument around it, and adapt delivery to the person across the table. Two days.
1 course
Consultative selling and negotiation
A two-day programme on selling a considered purchase: how to qualify what the client actually needs, build an argument around it, handle the objection behind the objection, and negotiate without giving away the margin.
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
Selling in the Emirates means selling across cultures almost every day. The same pitch that lands with a European procurement lead can read as pushy to a Gulf family business and as vague to a South Asian technical buyer. Sales people who only have one register spend a lot of energy wondering why a strong proposition keeps stalling.
Our sales programmes treat that as the core skill rather than an afterthought. Participants learn a consultative method — qualify, diagnose, build the argument, handle the objection, close — and then learn to run it at different speeds and in different registers depending on who they are dealing with. DISC is the tool we use for that read, because it is quick enough to apply in a live meeting.
These courses suit people who sell a considered purchase: services, equipment, B2B solutions, professional expertise. They are less relevant to high-volume transactional retail.
Among the organisations ABP has worked with
Frequently asked questions
Is this sales training suitable for people who do not have a sales title?
Yes, and it is often the more useful case. Consultants, engineers, founders and account managers regularly have to win work without ever having been trained to sell. The consultative method suits them better than a classic sales-floor approach, because it starts from diagnosis rather than persuasion.
Do you teach scripts or closing techniques?
No scripts. Scripted selling breaks down the moment a buyer goes off-pattern, which in a multicultural market is most of the time. We teach a structure you can hold in your head and adapt live, plus the reading skills to know when to change register.
How is DISC used in a sales context?
DISC gives a fast, practical read on how a counterpart prefers to receive information: how much detail, how much warmth, how fast a decision. Participants learn to spot the signals in the first minutes of a meeting and adjust their argument accordingly, rather than delivering the same pitch to everyone.
Can a session be built around our own offer?
Yes. For in-company sessions we ask for your real proposition, your real objections and, where possible, recent deals that were won and lost. Participants then rehearse on those rather than on invented case studies, which is what makes the training transfer.