5Stage 05 of 06 · Customer driven implementation
Prepare to help them buy.
We prepare your team to help buyers decide with confidence, with the approach, the tools and the practice to do it.
Where this sits in the model
See the full modelWhat this is
Buying is hard work, and buyers do not need more features. They need help choosing. The best salespeople do not push: they explain the market, the options and the trade-offs, so the buyer can make a decision they feel confident defending.
Most sales training is generic, delivered once and forgotten by the next quarter. Ours is built on your own personas and the deals in your pipeline. We give your team a help-to-buy approach, the practical kit they reach for before a meeting, and the practice and coaching that make it stick, including on the high-value deals you cannot afford to lose.
The question
“Are you ready to help me buy?”
Signs you need this
- Every sales account manager sells in a different way.
- Collateral goes unused because it doesn’t help in the conversation.
- New starters take too long to become productive.
What it covers
Three parts, one stage.
Help to buy sales approach
An approach that helps buyers decide with confidence, built around how they actually buy: who needs to be convinced at each point, what they need to see, and what genuinely earns the next conversation.
You get
A help-to-buy approach your whole team can use.
Playbooks & collateral
Practical tools for each stage, organised by the person your team is about to meet: discovery questions, objection handling, proof points and battlecards on the alternatives the buyer is weighing.
You get
Discovery questions, objection handling, a proof library and battlecards.
Practice & coaching
Coaching on live deals and bespoke training built around your customers and your business. No off-the-shelf programmes. For high-value deals, we map who is really deciding, rebuild the pitch around them and prepare the negotiation.
You get
Small-group workshops, manager coaching and live deal coaching.
How it runs
From first conversation to lasting change.
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01
Focus
We agree the two or three behaviours that would move the most revenue.
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02
Build
The approach and toolkit are built from your persona research and recorded sales conversations, with two or three of your strongest sellers in the room.
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03
Practise
Workshops in small groups, typically half a day each, mostly on their feet and using deals that are live right now.
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04
Coach
Managers are trained to coach it, and we coach your team on the high-value deals that matter most, before and after the meeting.
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05
Reinforce
Follow-up sessions at four and twelve weeks against real deals, with the toolkit revised on what actually worked.
Who’s involved
- Your sales team
- Sales managers
- Two or three of your strongest sellers
- Account teams on live, high-value deals
Every engagement is shaped around your business. We agree the scope, timing and people with you at the start.
What you get
What you walk away with.
What changes
Your team walks into the next meeting able to talk about the customer’s problem before anyone opens a deck, and preparation stops depending on who happens to be good at this.
In short
A sales approach that helps buyers make the right choice instead of selling to them, backed by playbooks and collateral built around your customer and a coaching rhythm that makes it stick.
In practice
How this has worked for others.
Further reading
Where it fits
Part of one programme.
Each stage of the model builds on the one before it, and the figure of eight means what you learn at the end feeds straight back into the start.
Let'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 touch