Not anotherbloody salestraining
Two sessions, an hour each, run by salespeople who still carry a target.
Built around the thing quietly emptying your pipeline: buyers who can’t make a decision.
Fifteen minutes. If we can’t help, we’ll say so on the call.
No polo shirts. Cameras on. No synergy. No corporate waffle. No death by PowerPoint. Nobody reads the slides out. Two hours, not three days. No workbook. Still carrying a target.
Your biggest Competitor is “let me think about it”
They didn’t pick a competitor. They didn’t choke on the price. They just could not decide.
So they thought about it. Discussed it internally. Had a quick look at a few more options.
And your beautifully qualified opportunity joined the graveyard of deals that almost happened.
That’s not a slump. That’s a lot of deals dying without ever getting a proper no.
Source: The JOLT Effect, Matthew Dixon and Ted McKenna.
Here’s how youkill it
Your salespeople aren’t idiots. They don’t need two hours on the importance of active listening.
They need to know what to say when a buyer says “I need to think about it”, and what to do when a £100k deal suddenly goes quiet.
Indecision has a pattern, which means it has an answer. We teach the four-move framework set out in the published research on it.
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J. Judge the indecision
Is the buyer saying no to change, or can they simply not make the call? Two very different problems.
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O. Offer your recommendation
Stop making buyers do all the work. You’re the expert. Tell them what you would actually do.
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L. Limit the exploration
More information doesn’t make a nervous buyer confident. Past a point it just gives them more to worry about.
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T. Take risk off the table
Find out what they’re genuinely afraid of, then make being wrong cost less.
JOLT is the framework set out in The JOLT Effect by Matthew Dixon and Ted McKenna. We teach the published method. We’re not affiliated with, endorsed by, or connected to the authors or their publisher.
Fifteen minutes. No deck, and no “just checking in” email afterwards.
We’re not sales trainers.We’re salespeople.
You know the type. A trainer in a polo shirt opens a PowerPoint, says synergy far too many times, and somehow makes selling sound about as exciting as filing your taxes.
We’ve sat in those sessions. We’re not running them.
Our lot have carried a target, lost a deal at 4:57pm on a Friday, and heard “send me an email” roughly seven thousand times. Every trainer we put in front of your team is still selling.
What that looks like on the day
You know what happens when a mandatory training invite lands. Cameras off. Slack lighting up. Someone suddenly has a client call. Not here.
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High energy
Nobody ever learned to sell by falling asleep. Yes, it’s actually funny.
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Practical
Real conversations. Real objections. Real deals. Real techniques.
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Interactive
Nobody sits there watching someone talk at them for an hour.
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A little sweary
Because that’s how salespeople talk when the call isn’t being recorded.
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Commercial
Everything answers one question: will this help you close more business? If not, we don’t teach it.
We’re not here to make your team better at completing training modules. We’re here to make them better at selling.
Two hours.That’s the whole thing.
Two sessions, an hour each. Over Zoom, or in person if you’re in London.
No pre-reading. No workbook nobody opens. No three-day offsite that takes your team out of the market for a week.
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Session one. Where your deals are actually stalling
How to spot indecision the moment it shows up in a conversation, and why it is not the same thing as a no.
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Session two. The four moves, on your live deals
Applied to real opportunities from your own pipeline. Out loud, on the spot, with feedback.
- Zoom by default.
- In person available in London.
What your team walks out with
All of it usable on the next call. That’s the entire point.
- Handle indecision
- Ask better questions
- Make confident recommendations
- Deal with objections
- Stop deals going dark
- Create urgency without being pushy
- Close more of what’s already in the pipeline
Fifteen minutes. You’ll leave with a straight number, not a proposal deck.
Questions,answered properly
Something we haven’t covered? Ask it on the call.
Who’s this for?
B2B sales teams who already know the basics and are still losing deals to nothing at all. It works best where the purchase is considered and your buyer has to convince other people internally. If your team is on week one of their first sales job, we’re probably not the right first step.
We’ve done sales training before. Why would this be different?
Because most training teaches people how to sell to someone who wants to buy. This is about the buyer who wants to buy and still can’t commit, which is where 40 to 60% of opportunities go to die. Different problem, different answer.
Do you tailor it to our product?
Yes. We work from your deals and your objections. Generic role-plays about selling photocopiers aren’t much use to anyone.
Is it death by PowerPoint?
No. There are slides, because occasionally a picture is faster than a paragraph, but nobody reads them out to you. Most of the time your team is doing the talking, not us.
How sweary is it, really?
Enough to sound like a sales floor. Not enough to get anyone into trouble. If your culture would rather we kept it clean, say so on the call and we will.
What does it cost?
It depends on the size of the team. Book the call and we’ll give you a straight number, not a fourteen-tier proposal document.
Ready to give yourteam training theywon’t hate?
No polo shirt. No PowerPoint coma. No theory that sounds great in a conference room and falls apart the second a buyer pushes back.
Just top-performing salespeople teaching salespeople to sell. And yes, we’ll probably swear at some point, because selling is hard enough without pretending it isn’t.
Fifteen minutes. If we can’t help, we’ll say so on the call.