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Description

Advanced Sales Techniques: Qualifying, Defending Value and Closing

Two days to move beyond a rehearsed sales script and win deals on stronger ground

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

An experienced salesperson knows the structure of a sales meeting. What blocks progress lies elsewhere: a need qualified too quickly, a single contact when the decision is shared, a discount conceded before the client has even quantified the gains.

These 14 hours pick up the sales cycle where introductory training stops. Participants rework their qualification approach, build value-based arguments and practise holding their price against professional buying tactics. Each participant leaves with a revised sales meeting structure and prepared responses to the objections they encounter most often.

Learning objectives

  • Qualify an opportunity by identifying client priorities and the decision-making circuit
  • Build a sales argument grounded in the gains expected by the client
  • Handle substantive objections without conceding on price
  • Lead the negotiation phase with prepared trade-offs
  • Drive the close and secure the next steps of the deal

What makes this programme different

Each participant works on a live deal and moves it forward during the programme
Filmed sales meetings reviewed sequence by sequence with the group
A qualification grid and a trade-off sheet to take away after the two days

Programme

1Qualifying Beyond the Stated Need

What the client does not say spontaneously

  • Distinguishing the stated need the business issue and the contact's personal stake
  • Mapping those who influence and those who decide
  • Qualification questions on budget timeline and the buying process
  • Identifying deals that are better left unpursued

2Building a Value-Based Argument

Moving from features to client gains

  • Translating a solution into concrete effects on the client's business
  • Building reasoning based on the elements supplied by the client themselves
  • Evidence references and demonstrations tailored to each contact
  • Formulating a short message that holds in a few sentences

3Handling Objections and Holding Your Price

Responding without retreating

  • Telling apart a substantive objection a doubt and a negotiation tactic
  • A response method that works without prior preparation
  • Defending price through value rather than through discount
  • Preparing the trade-offs to request before any concession
  • Responding to comparisons with competitors

4Closing and Setting Up What Follows

From verbal agreement to a secured deal

  • Buying signals and the right moments to ask for commitment
  • Closing techniques matched to the client's level of readiness
  • Formalising the agreement and the next steps
  • Re-engaging after a refusal or a postponement
  • Account follow-up plan after signature

Who is it for

Field and office-based sales professionals as well as business development and technical sales engineers who already conduct sales meetings on a regular basis.

Prerequisites

Regular practice of face-to-face or remote sales meetings.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.