Transform the way your team sells, with a practical and scientific approach that generates sustainable results at the point of sale.
Does your sales team face any of these challenges?
Salespeople who talk more than they listen
Arguments that do not connect with the customer's true motivations
Weak or forced closures that affect the long-term relationship
Difficulty understanding who really makes the decisions in the store or channel
We have a solution designed to change that from the ground up.
A unique course with a scientific basis and a 100% practical approach
What makes this training different?
We apply principles of behavioral neuroscience, influence, and decision psychology.
We develop critical skills such as asking powerful questions, discovering real needs, and persuading without pressure.
It includes exercises applicable to daily work in retail, distributors and self-service stores.
80% of the course is experienced through exercises, simulations, role-plays and real cases.
Course Content
How the customer's brain decides
Discover how your customers' minds work when making decisions. Learn to identify the brain's automatic mechanisms that trigger purchases and how to connect with them emotionally from the very first contact.
The art of asking questions that open opportunities
Questions are the most powerful tool of a persuasive salesperson. In this module, you will learn to formulate questions that spark conversation, uncover hidden needs, and guide the client toward a solution.
Techniques for discovering the customer's real need
Many customers don't know exactly what they need. Here you'll develop skills to identify the true motivations behind each purchasing decision, using in-depth exploration techniques and strategic listening.
Active and empathetic listening
Selling begins with listening. Learn to read between the lines, pick up on nonverbal cues, and build a genuine relationship of trust that allows you to influence through human connection.
It's not enough to simply address the symptom. This module teaches you to identify the client's underlying problem using simple yet powerful tools like the "5 Whys" and the cause tree. This will enable you to offer solutions that truly add value.
Mapping the customer decision process
Behind every sale, there are multiple players. Learn to identify who makes the decisions, who influences the process, and who blocks progress in supply chains, distributors, and stores. Master the actual buying process so you don't miss opportunities due to a lack of vision.
Persuasive argumentation and handling objections
Learn to construct arguments that connect logic and emotion. Master the art of handling objections without confrontation, and practice your closing techniques to be natural, consultative, and effective.
Final case and action plan
Participants apply everything they've learned to a real-world case. In the in-person format, they work in teams and present a comprehensive solution. In the online format, they take a practical exam and receive a personalized action plan with instructor feedback.
Who is this course for?
This course is designed for:
Sales teams of companies that manufacture or import mass consumer goods
Retailers, chains, self-service stores, distributors and wholesalers
Business leaders seeking a real change in the mindset of their sales force
Modality and Duration
Select the most convenient option for your company
2 days of 16hr training
2 teachers in the room
Location selected by the customer
8 classrooms of 1.5 hours each
2 sessions per week for 1 month
1 live teacher
Why choose TMC Consultants?
With over 28 years of experience working with leading brands in Latin America, TMC combines field knowledge with modern tools to transform business capabilities from within.
Satisfied Customers:
This course has been designed to compete with the best programs on the market in direct applicability to the business world.
