Course Code: SALES-102

Format: In-Person / Virtual

Description: Relationship building is not enough to win complex B2B deals. Grounded in Constructivist Learning Theory, this course teaches sellers how to disrupt a customer’s worldview. Learn to deliver "Commercial Insights" that reframe problems and drive urgency.

Learning Objectives:

Construct a "Commercial Teaching" pitch that challenges assumptions.

Tailor messaging to distinct stakeholder profiles (e.g., CFO vs. User).

Take control of the pricing conversation without aggression.

Scholar-Practitioner Framework:

Theory: Constructivist Learning Theory.

Application: Drafting a Commercial Insight Script.

Curriculum: The 5 Seller Profiles; The Choreography of the Reframe; Rational Drowning.