How we train sales and negotiation
Our Impact Formula: Diagnosis × Intervention × Embedding. Three phases that ensure your sales and negotiation teams actually show different behavior in conversations after the training. And that behavior sticks.
Diagnosis
We map exactly where conversations in your team actually get stuck and where money is being left on the table. Which moments are being avoided, which concessions made too quickly, which opportunities missed? That determines where we focus the intervention.
Intervention
We train on the moments where people normally give in or back off. In realistic conversation scenarios from your industry, with trainers who know the pitfalls from their own practice. Not theory, but practice until new behavior becomes second nature.
Embedding
New behavior does not anchor by itself after a two-day training. Research shows training alone delivers 22% productivity improvement, training plus coaching 88% (Olivero et al., Public Personnel Management, 1997). That is why we build embedding in structurally: coaching on the job, follow-up days, measurable KPIs.
Impact
This formula is multiplicative. Without diagnosis, you train on the wrong moments. Without intervention, nothing happens. Without embedding, the effect evaporates within weeks.
The competency model
COMPETENCY =
Knowing and being able is not the same as doing. An account manager can recite the theory of handling objections and still back off in the conversation when a client applies pressure. Competence is what you do when it counts, not what you know. That is why Zenith trains on all five buttons at once.
12 competencies in sales and negotiation
From strategic preparation to effective closing.
Strategic preparation
Effective opening
Sharing insights & probing
Adapting in the moment
Persuasive presentation
Clear closing
The 10-phase model
Sales and negotiation are two sides of the same process. First you build value through Challenge & Convert, then you distribute that value in the negotiation. All our programs are built on this model.
Challenge: getting the real problem and tension on the table. Convert: shifting conversations from price to value.
Capitalize: securing the result without unnecessary concessions.
You only negotiate on price and terms after securing soft commitment in sales.
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From targeted sales programs to complete sales and negotiation development.
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