For the finance lead, ops manager, account manager or technical specialist who has to sell but isn't a salesperson. Discovery questions, value framing, the close that isn't pushy.
Most modern B2B work involves selling — even if your job title doesn't say it. The technical specialist pitching their proposal to a client. The account manager renewing the contract. The finance lead defending the budget. The founder selling the funding round. None of you were trained as salespeople, and most sales training is built for full-time reps, not for the rest of us who have to sell occasionally.
This workshop is built on the SPIN selling framework (Neil Rackham — Huthwaite International) — the consultative selling methodology that doesn't require you to be a pushy salesperson — combined with value framing from Challenger insight selling. It's the toolkit for the non-sales professional who needs to sell well, occasionally, without becoming someone they're not.
The day is built around your real upcoming conversations. Delegates bring a real meeting they have coming up — a renewal call, a budget defence, a proposal pitch — work through discovery and framing in the morning, practise in pairs in the afternoon, and leave with a conversation plan — not a workbook.
Built on SPIN selling (Rackham) + Challenger insight sellingEvery TESS workshop is designed backwards from the change you want to see in your team's behaviour. Here's what coaching graduates do differently on the Monday after.
Why most non-sales people resist selling — and the 3 reframes that make it feel less icky.
The 5 SPIN-style discovery questions — and how to use them in a 20-minute conversation.
Stop pitching features. Translate your offering into outcomes mapped to your customer's stated priorities.
Pricing, competitors, the 'send me more info' deflection — three responses to each that don't sound rehearsed.
The 4 non-pushy closes — drilled in pairs until they feel natural in your voice.
The 3-touch sequence that doesn't feel like nagging and the timing rhythm that works.
Full-day format shown. The half-day version focuses on the morning blocks with a condensed live round at the end.
Genuinely the first time I've left a coaching course able to do it on Monday. The live rounds with feedback made the difference. My 1:1s have completely changed shape.
Pricing depends on group size, delivery mode (live online vs in-person) and whether we tailor the curriculum to your sector. Closed cohorts start from a few hundred pounds per delegate for half-day workshops and scale from there. Book a 15-minute discovery call and we'll give you a concrete figure within 24 hours.
Sales Skills (For non-sales people) is a full-day workshop by design — the afternoon's live practice on your real upcoming meeting is what changes behaviour. A half-day version covering discovery and value framing only (no close or follow-up) is available as a foundational session.
We're flexible. Most cohorts run with 10–20 delegates, but we regularly deliver for smaller groups of 2–4, particularly for senior teams or specialised sectors. The live coaching rounds work better with even numbers, but we'll make any group work.
Live online is our default and works well for coaching — breakout rooms make the practice rounds work cleanly. We also deliver in-person at your site or a venue you choose, particularly when the cohort already work in the same room.
Typical lead time from a first call to delivery is 2–4 weeks. We can move faster if you need to — the limiting factor is usually your calendar, not ours.
Yes. The frameworks (GROW, TGROW, observable behaviours) stay the same; the examples, exercises and case studies are tailored to your sector, tools and your team's real work. We discuss this on the discovery call and rebrief the practitioner before delivery.
Yes. Every delegate receives a CPD-certified digital certificate on completion. The certificate references the hours of learning and the frameworks covered, so it can be added directly to a CPD record for any chartered or professional body.
We allocate a TESS coaching practitioner based on your sector. All practitioners are independently qualified coaches (ILM Level 5 or equivalent) with active corporate coaching practices. We'll send the named practitioner's bio after the discovery call.
Two ways in. Book a 30-minute discovery call below, or fill out the form and we'll reply within 24 hours with cohort options for your group.