Trainings for the sales department
Your conversion rate to sales will increase significantly after training for sales reps
Why you should order trainings
and the benefits they provide?
Sales training is a set of training programs aimed at improving the skills of managers, increasing their productivity and developing effective communication with customers. Such training not only improves the individual results of each employee, but also provides the company with significant advantages in a competitive environment
What problems do trainings solve?
Development of communication skills.
Managers become more confident in communication, learn to listen to customers better and communicate product value effectively.
Processing of objections.
Trainings help you learn how to find arguments for dealing with objections, reducing the risk of losing a deal.
Increase in conversion.
By working through each stage of the sales funnel, calls, meetings and closing deals become more efficient.
Increase motivation.
Employees who see their professional results are motivated to work harder and exceed their targets.
Improving teamwork.
Training facilitates the exchange of experience between colleagues and increases team cohesion.
Improving sales techniques.
The trainings help the sales team learn new negotiation techniques, increase product knowledge and improve their deal closing skills.
We teach the author's
T.I.G.E.R. sales technique.
T.I.G.E.R. is a modern, structured approach to sales that allows you to control every stage of the process, maintain focus on the result, and constantly improve. It is ideal for salespeople who want to be not only performers, but also true masters of their craft.
Tact
Tactfulness is the ability to build effective communication, taking into account the needs, character and emotional state of the client.
How it works:
– Maintaining a professional tone, regardless of the client’s behavior.
– Using active listening to identify true motives and needs.
– Respect for the client’s time: clear, specific answers without unnecessary distractions.
– Avoiding pressure – instead, the salesperson persuades using arguments that take into account the client’s interests.
Initiative
The salesperson always has the initiative in the conversation, controlling its course and guiding the client to conclude a deal.
How it works:
– Starting with the first contact, the salesperson sets the tone for the conversation and shapes its direction.
– Using questions that lead the customer to realize their needs.
– Proactively solving customer problems even before they are voiced.
– Ability to bring the conversation back on track if the customer tries to get distracted.
Growth
Continuous improvement – both in customer relations and in the professional skills of the salesperson.
How it works:
– Every conversation with a customer is analyzed for strengths and weaknesses.
– Building long-term customer relationships: turning one-time customers into regular partners.
– Learning from call recordings, analysis of customer behavior, and your own actions.
– Use the knowledge gained to improve results in the future.
Efficiency
Maximum efficiency is achieved through a clear structure, utilizing resources and time to the maximum benefit.
How it works:
– A conversation with a customer does not take longer than necessary to achieve a result.
– Use of IP telephony, CRM systems, and call recordings to optimize work.
– Focusing on the most relevant customer needs, which allows you to quickly reach a deal.
– Avoid wasting time on irrelevant customers or ineffective approaches.
Result
Що це означає:
Головний фокус методології T.I.G.E.R. — досягнення вимірюваних, стабільних результатів, які задовольняють клієнта і приносять вигоду бізнесу.
Як це працює: • Кожна розмова має чітку мету, визначену ще до її початку.
• Завжди є контрольні точки: закриття угоди, домовленість про наступний крок, отримання згоди.
• Вимірювання результатів продажів, відгуків клієнтів і повторних угод для вдосконалення підходу.
• Постійний аналіз результатів: як на рівні окремих продавців, так і всієї команди.
Basic principles
of the T.I.G.E.R. methodology.
First, sell yourself as an expert then - the company as a reliable partner, who can be trusted, and at the end - a product that fully satisfies the customer's needs.
For us, every conversation is a clear path from the first contact to the conclusion of a deal. We call it a direct sales line.
After each conversation, not only the company as a whole but also each manager analyzes their actions. They identify strengths and weaknesses and build an improvement plan.
Why does T.I.G.E.R. work?
Control over the conversation
The seller always keeps the process in his or her hands, minimizing the risk of distractions.
Trust and expertise
The customer sees the salesperson as a professional who knows how to solve their problem.
Analysis for development
Constant analysis of actions and improvements allow us to achieve better results.
Versatility
The methodology is effective for B2B and B2C segments, regardless of market complexity.
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First contact
Creating a positive impression and establishing rapport is an important first step. It is important to position yourself as an expert who is ready to help the client.
Company presentation
At this stage, the company's credibility and reliability are demonstrated. The use of case studies, testimonials, or success stories helps to build customer confidence.
Identifying customer needs
The right questions allow you to uncover the customer's needs and pain. Personalization of the solution guarantees maximum efficiency for each client.
Product/service presentation
It is important to explain how the product or service solves a specific customer problem. Arguments are supported by real facts and evidence.
Working with distractions
The customer may change the subject or ask questions not related to the transaction. The salesperson brings the conversation back to the “straight line” with follow-up questions such as “How does this relate to your needs?” or “Let's get back to your main objective.” Straightforwardness and tact help keep the customer on the main topic.
Closing the transaction
At this stage, terms are negotiated, agreements are confirmed and the agreement is finalized.
Analysis and development
After the conversation is over, the recording is reviewed to identify successes and areas for improvement. Based on this, a personal development plan for the salesperson is formed.
About the
direct sales line
The direct sales line is a method that focuses on direct contact with the client, where each stage of interaction is aimed at closing a deal. The main idea is to quickly and clearly identify customer needs, present solutions, and close the sale efficiently. Managers use structured scripts, objection handling techniques, and methods of creating a sense of urgency to stimulate the purchase. This approach helps to shorten the sales cycle and increase conversion through systematized work at all stages of the funnel.
Volodymyr Kashalaba is a sales and marketing expert with over 11 years of experience who started his career as a PPC specialist and eventually became a marketing director. As the founder and CEO of Guild Of Marketing, an official Google partner in Ukraine, Volodymyr has managed to build a career that combines practicality, analytics, and a creative approach to business.
Why did Volodymyr create T.I.G.E.R.?
The T.I.G.E.R. methodology emerged as a response to the need for a clear, structured and effective sales system. Volodymyr sought to combine the world's best practices with his own experience to help salespeople maintain control over conversations, achieve results, and constantly develop.
Author's vision Volodymyr believes that sales is not just a skill, but an art that requires discipline, analysis and inspiration. The T.I.G.E.R. methodology reflects his belief that sales success is achieved through a combination of expertise, trust, and an analytical approach.
Practitioners who know how to turn words into deals
Andriy Ivchuk
An expert with 10 years of experience in sales and building successful sales teams. His practical approach helps managers develop communication skills, analyze customer needs, and achieve high results.
Volodymyr Kashalaba
An experienced sales expert with over 11 years of experience. He headed the B2B sales department at Rozetka from 2012 to 2014, and since 2020 he has been CEO of Guild of Marketing. He is the author of the effective sales technique T.I.G.E.R., which helps companies achieve high results.
Oleh Sakhman
Business coach with over 8 years of experience in sales training and building high-performance teams. His trainings are based on real-life cases and adapted to specific business challenges. He specializes in negotiation techniques, handling objections, and staff motivation.
List of trainings that
we can provide
Training in real estate sales.
8 hours
Training in car sales.
8 hours
Training in selling goods for children.
8 hours
Training in selling cosmetics and skin care products.
8 hours
Training in sales of special equipment for industry.
8 hours
Training in the sale of agricultural machinery.
8 hours
Training in the sale of building materials.
8 hours
Trainings on selling furniture and interior items.
6 hours
Training in the sale of plumbing materials and equipment.
3 hours
Training in sales of electronics and household appliances.
3 hours
Trainings on legal services.
3 hours
Training in the sale of automotive products.
3 hours
Training in clothing sales.
3 hours
Confectionery sales training.
3 hours
Training in selling consumer electronics.
3 hours
Trainings on selling jewelry.
3 hours
Training in the sale of medical equipment.
3 hours
Trainings on the sale of tools and repair equipment.
3 hours
Training in sales of tourism and travel services.
3 hours
Training in the sale of special clothing and equipment.
3 hours
Trainings on selling goods for animals and pets.
3 hours
Training in the sale of musical instruments and equipment.
3 hours
Training in sales of insurance and financial services.
3 hours
Training in b2b sales.
3 hours
Trainings on selling services.
3 hours
Training in car sales.
3 hours
Training in software sales.
3 hours
Training in the sale of medicines.
3 hours
Training on selling services in the field of information technology.
3 hours
Training in the sale of sports equipment.
3 hours
Trainings on selling food and beverages.
3 hours
Training in sales of services for the restaurant business.
3 hours
Training in software and game sales.
3 hours
Trainings on selling IT services.
3 hours
Trainings on selling training courses.
3 hours
Online learning
Conducting classes through convenient platforms for video calls and meetings, which allows you to study remotely.
Offline format
Live communication with our trainers in a specially organized room, where the training program is designed individually for your company.
Mixed approach
A combination of online lectures for theoretical training and practical exercises that can be applied in real work environments.
What result will you get
after completing the training?
Trained managers work confidently with clients, which has a positive impact on the company's revenue.
Effective client management from the first contact to the conclusion of the contract reduces the time to complete transactions.
The professional work of the sales department builds customer trust and increases loyalty to the company.
Improving the work with the existing customer base allows you to increase repeat sales.
A clear understanding of sales techniques and team motivation ensure the achievement of goals
Through training, managers learn modern sales techniques and adapt to new market conditions, which allows the company to remain competitive.
Example of
trainings
6 modules
6 hours.
- Advanced emotional intelligence: Development of self-regulation and emotional perception skills in the context of sales.
- Advanced emotional intelligence: Development of self-regulation and emotional perception skills in the context of sales.
- Advanced sales psychology: Understanding buyer psychology, persuasion techniques, and building trust.
- Strategies for overcoming fears in sales: Specialized techniques to overcome the fear of cold calls and face-to-face meetings.
- Individual approach to sales: Development of personalized strategies for achieving sales goals.
4 modules
5 hours.
- Techniques for effective cold calls: Improve your phone skills, including scripting.
- Psychological aspects of cold calling: The study of methods of psychological influence and persuasion.
- Strategies for building loyalty: Developing skills to create trusting relationships with potential customers.
- Strategies for overcoming fears in sales: Specialized techniques to overcome the fear of cold calls and face-to-face meetings.
6 modules
6 hours.
- Techniques for effective cold calling: Improve your phone skills, including scripting.
- Psychological aspects of cold calling: The study of methods of psychological influence and persuasion.
- Strategies for building loyalty: Developing skills to create trusting relationships with potential customers.
- Development of effective sales scripts: Practical exercises on creating and adapting scripts.
4 modules
6 hours.
- Advanced emotional intelligence: Development of self-regulation skills and emotional perception in the context of sales.
- Advanced sales psychology: Understanding buyer psychology, persuasion techniques, and building trust.
- Strategies for building loyalty: Developing skills to create trusting relationships with potential customers.
- Individual approach to sales: Developing personalized strategies for achieving sales goals.
4 modules
5 hours.
- Fundamentals of effective communication: Development of verbal and non-verbal communication skills, key aspects of understanding the client.
- Customer Relationship Management (CRM): The application of CRM strategies to improve customer experience and increase customer loyalty.
- Conflict resolution and management of difficult clients: Conflict resolution techniques and strategies for dealing with difficult clients.
- Personalized approach to the client: Create individualized service strategies for different types of customers.
6 модулів
4 hours.
- Strategic planning in sales: Learning how to plan and set sales goals.
- Market and target audience analysis: Learning market analysis methods and understanding the needs of the target audience.
- Increase in sales volume: Develop and implement strategies to increase sales.
- Motivation and self-motivation in sales: Techniques for motivating yourself and your team to achieve high results in sales.
- Individual approach to sales: Developing personalized strategies for achieving sales goals.
7 modules
6 hours.
- The importance of personalization in communication
- Introduction to the principles of personalized communication: the importance of addressing by name and introduction.
- Practical session: Role-playing games for building trusting relationships with clients.
- Opening a conversation effectively
- The manager's task on the first call is to create a positive impression, prepare with a focus on the VIN code.
- Practical exercise: simulating calls with a focus on introductions and polite phrases
- Working with objections
- Common reasons for objections and methods of overcoming them.
- Techniques for responding to objections, including the availability of goods and delivery terms.
- Role-playing games: Practicing objection scenarios.
- Conclude the conversation and agree on the next steps
- How to end the call, confirm the next steps (for example, add information to Viber).
- Practical session: Simulation of call termination.
- Optimization of logistics and inventory management
- How to end the call, confirm the next steps (for example, add information to Viber).
- Practical session: Simulation of call termination.
- Upselling and cross-selling skills
- Identify opportunities for upselling, such as additional products to the main order.
- Use scripts to offer additional parts or accessories.
- Training: Practical exercises on developing additional proposals.
- Bonus block: motivation and self-motivation
- Methods of maintaining motivation and a positive attitude at work.
- Practice: Tools for maintaining concentration before a call.
8 modules
6 hours.
- Introduction to the T.I.G.E.R. methodology.
- The essence and benefits of the methodology for sales managers
- Decoding T.I.G.E.R. (Target, Investigate, Generate, Engage, Review)
- B2B vs. B2C: what is changing for the salesperson
- Target - setting goals and KPIs for the salesperson
- “Target result” in transactions: from quantity to quality
- Selling yourself and your company with T.I.G.E.R. in mind.
- Investigate - in-depth customer analysis
- How to read customer “microsignals”
- Methods of collecting customer data before the first contact
- Typical negative scenarios
- Generate - proposal development
- Creating the “perfect package” for different segments
- Creativity vs. Standardization
- “Road map of sales
- Engage - customer engagement and negotiation
- Scripts, conversation pace and “attention control”
- Practice of working negotiations
- “Chaotic” scenarios and negative feedback
- Review - analysis of sales results
- How can a manager understand whether his or her “Target” has been met?
- Lessons Learned: “What am I doing wrong?”
- Customer reactivation and repeat sales
- Practice and cases focused on sales departments
- Scaling T.I.G.E.R. in a team
- Negative scenarios that teach
- Role-playing games “selling from scratch”
- Summary and personal development plan for the salesperson
- Synergy of T.I.G.E.R. with classic sales techniques
- T.I.G.E.R. implementation checklist for a sales manager
- Personalized roadmap and next steps
Want to increase sales
and learn more about training for your team?
Our clients
Frequently asked questions
What are the benefits of training for the sales team?
Trainings provide an opportunity to improve sales skills, increase motivation, improve communication with customers, and much more. They help to improve the work of the sales department and increase business profitability.
How often do you need to conduct trainings to maintain the effectiveness of your sales team?
The frequency of trainings can depend on the specific needs of your sales team, but it is recommended to conduct them regularly to maintain and improve the skills of the team.
How quickly can I see the results after the training?
The results of the training can be seen after the first application of the acquired knowledge and skills, but an even greater effect will be seen after practice and continuous improvement.
What training and development methods does your company offer?
We offer an individualized approach to training and development, tailored to the specific needs of your company.
What guarantees are provided after the training?
Our guarantees include high-quality training, post-training support, and the possibility of repeated training to improve your team’s skills.
You may also be interested in
Increasing sales efficiency or how training can change your business
Enhancing Sales Skills
Increasing Conversion
Improving Customer Communication
Handling Objections and Rejections
Motivation and Confidence
