Mastery of Selling Skills®

Delta Associates
Training overview
Professional Course
6 days

Start dates
On-site training available for teams

Virtual training available for teams
Mastery of Selling Skills is more than negotiating. In fact, selling a fact-based story well will negate the need to negotiate. And if there is a negotiation you should make trades not concessions.

Course description

Mastery of Selling Skills®

Change your behavior in key aspects of the selling process – selling, negotiating (making trades) and your delivery style. Delta's content parallels other sales programs in many aspects and includes a key difference we believe to be superior: seamless transitions between selling and trading (negotiating).

Delta's program improves the overall sales process and develops customer-centric discussions that link discovered buyers’ needs to fact-based selling proposals that reduce the need to negotiate. If negotiation is required, we teach not to concede but to make trades. Selling and negotiation skills are not mutually exclusive – both use the same skills – and often a person will seamlessly transition between the two. Simply stated,  selling and negotiating are part of the sales process not independent skills.

This curriculum employs a variety of teaching methods to ingrain long-term change. Our differentiating points include:

  • focusing on customer-centric selling
  • mirroring curriculum to the selling process
  • utilizing a dialogue-patterning technique called “loading the lips”
  • applying tools learned in the Business Insights program like asking Business Management Questions™ that drill-down to the root cause which leads to strategic discussions and improved results

Training content

Selling Discussion Skills

The sales process teaches "Selling Discussion Skills" where participants will learn the Planning, Opening, Discovery, Proposal and Closing steps. Key differentiating points include: developing strong questioning and listening skills that create a customer-centric dialogue and discover the real buyer needs, incorporating the buyer’s language as part of the sales and negotiation process, and using customer-centric business insight facts that strengthen the selling story.

Managing and Negotiating Tradables

A sub-process in the Proposal step of the sales process is Negotiating Skills. Managing and Negotiating Tradables teaches the concept of collaboration and making trades — the ability to work with customers to reach solutions beneficial to both parties. Extensive research with our retailer clients shows that over 95% of negotiations end in a supplier concession. We change the paradigm from negotiation to making trades that result in win-win solutions that strengthen long-term business relationships without sacrificing short-term needs. Participants learn to avoid concessions, overcome buyer objections, and recognize and defend against standard buyer negotiation tactics no matter which style their buyer adopts.

Delivering Your Story

Delivering Your Story furthers your team’s skills at: bundling trades, applying financial implications to trades, handling different buyer tactics, and closing the sale. Participants sharpen presentation skills and enhance the way they are perceived. Your team becomes increasingly more confident in their ability to engage and persuade any audience, large or small, internal or external. Participants apply the tools they learned in the first two programs to a variety of case studies and have an opportunity to review their video role-plays and customize a personal development plan.

Final Assessment 

Final Assessment measures your team’s behavior change in a role-play demonstrating their mastery of selling discussion skills, managing & negotiating tradables, and actor-level delivery of the selling story presentation skills.

Course delivery details

Most courses are conducted as private client-specific sessions. Periodically a client will allow non-competing guests to join their learning journey. All courses that allow non-competing guests to join will be posted.

**This program is hosted by a client that allows non-competing guests to join. Once you submit your registration, we will confirm your company does not compete and that there is space available.

Certification / Credits

Participants will understand and demonstrate a range of crucial skills, including:

  • identifying and determining the value of the tradable items
  • bundling trades
  • avoiding concessions and overcoming obstacles
  • recognizing, defending, and preventing buyer tactics
  • adapting communication techniques and language to meet specific situations and buyer styles

Why choose Delta Associates?

25+ years, 500+ clients in 50+ Countries

Over 5,000 certified analysts trained

Retail FMCG/CPG experts focusing on Category Management Analytics

About Delta Associates

Delta Associates

25+ years, 500+ clients, 50+ countries – We teach retail professionals how to analyze sales and marketing data, find the key insights, and communicate them powerfully and clearly. Most organizations consider data a strategic asset - yet fail to build...

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Contact info

Delta Associates

111 Mountain Brook Drive
Suite 204
30115 Canton Georgia

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Average rating 5

Based on 7 reviews.

Ceon Gubac

I had a great time during my classes. Jammie was engaging and entertaining. She went into detail with every lesson and the activities we did utilized every tool we had learned.

M. McNamara

I took this class over a year ago and still leverage skills and strategies I learned almost daily! Jammie has a great way of making the course very interactive and engaging, and explains things using real-world examples, which I appreciated very much. Any time I had questions, she was so great at making sure she tied her answers back directly to...

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J. M.

I highly recommend the Mastery of Selling Skills course to all levels of salespeople - new and experienced. This course taught me presentation skills from meeting prep, delivery and follow up and negotiation skills from start to finish. To put all the theory into practice, we learned how to create a fact-based customer centered presentation and ...

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