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High-Impact Selling, End to End

Sharper qualification, stronger commitment, faster closes.

Turn conversations into commitments.

Improve your sales skills now!

Why this is needed now

Buying is complex, attention is scarce and risk-aversion is high. Deals are lost not at one moment, but through a series of small misses — a weak opening, shallow questioning, generic proposals, unresolved objections, vague next steps.

This programme fixes those gaps end-to-end so your sellers stay relevant, connect to what really matters, and move opportunities forward with purpose.

Supercharge Your Sales!

What changes immediately…

Impact you’ll see from the very next call

✔ Discovery Phase Expertise

Learn to uncover and understand customer needs deeply, ensuring a strong foundation for successful sales outcomes.

Latent Need Conversion

Master techniques to transform hidden customer needs into clear commitments, driving prospects toward decisive purchasing actions.

Action-Oriented Engagement

Develop skills to guide prospects into taking action, positioning them to buy even before introducing your solution.

Improve Your sales Team Today

What You Get with Discovery's Critical Sales Skills

A focused, practical workshop that builds the habits and language of high performers.

Your team will learn how to create relevance from the first minute, ask better questions, tailor solutions with precision, handle resistance without discounting, and close with clarity – then apply it immediately to live deals.

How the programme runs

Instructor-led, practical delivery with realistic scenarios and live coaching
Immediate field application using deal plans, call structures and objection playbooks
Action focus — each participant leaves with a concrete plan for in-flight opportunities

Reserve Your Places Now

Critical Sales Skills

Make every sales moment count

For business developers, account managers and sales professionals at any level, this workshop equips you to convert more opportunities by executing every sales stage with clarity, confidence and consistency.

An engaging 2-day workshop covering all aspects of the sales process

Advanced content - Relevant and modern to support selling in the modern era

End-to-end sales structure - A repeatable flow from opening to close that shortens cycles

Advanced questioning & qualification toolkit — Uncover true need, focus on winnable deals, protect margin

Objection & negotiation playbooks — Reframe risk, keep momentum and reduce discounting.

Closing & commitment — Gain agreement, lock next actions, protect margin without hesitation.

Open & closed cohorts to suit individual bookings or single employer group

Increase Your Sales Today!

“Jonnie brings a unique finesse to the training which (in my opinion) can only be done by having lived and breathed in real life the course that is being taught.

Real-life genuine examples get over the points very well and the humour, respect for all that Jonnie has is incredible. Jonnie is very humble in his approach and this drives me to really focus on what he teaches as he does so in a manner that I can relate too.

No death by power point, but hand written explanations on a board, get up and move around and always feel included in the day, very insightful as always and would recommend to anyone.

In my 20 years of training courses these are by far the best I’ve ever had the pleasure to be a part of, and I would like to extend my thanks to Jonnie for his time over the two days.”

James Black

Key Account Manager

RS Group PLC

“9 out of 10 times, it is the salesperson that is the differentiator in today’s marketplace – the critical sales skills at Discovery definitely delivered on that point.”

Programme Delegate

Key Account Manager

RS Group

“I was more than happy with all my initial ‘open’ questions that I’d written down, thinking I was great and had done it correctly…

However, once started to delve into understanding the behavioural side of questioning, this really rung true with me and could relate it to recent calls I’ve had on the road. I will definitely keep this in mind with future questioning.

The programme was just brilliant all round. Jonnie creates a relaxed atmosphere where there are no wrong answers, creating engagement and ability to learn for all. The sessions are engaging, fun and relevant. Thank you!”