Training and seminars
Sales training
Selling in Switzerland rarely means convincing quickly: the cycle is long and the decision is made by several people. Our courses start from that reality rather than from imported sales models.
1 course
The keys to selling and commercial negotiation
Two days to sell by asking better questions rather than reciting better arguments. The programme works on discovery, real qualification of a deal, and reading the person across the table.
- Run a discovery conversation that makes the buyer think instead of putting them on the defensive
- Qualify a deal against three verifiable criteria, and walk away early when they are missing
Many of the sales methods taught today come from a market where the pace, the attitude to price and the place of the relationship are not those of Switzerland. They produce salespeople who are technically correct and culturally out of step: too fast for a buyer who consults three suppliers and takes six weeks, too pushy for someone who reads insistence as a bad sign about quality.
Our programmes therefore work on three concrete things. First, discovery: asking the questions that make the buyer think rather than those that put them on the defensive. Next, reading the other person, with DISC, because the same argument lands with one profile and closes the door with another. Finally, holding the price, which is decided long before the price is actually named.
One point of method we stand by: we do not train in pressure techniques. They sometimes work once and cost the relationship afterwards, which is a poor calculation in a market where serious buyers are few and reputations travel fast.
Like our other programmes, these are modular and delivered in French, English or Spanish, including for sales teams split between French- and German-speaking Switzerland.
Some of the companies that have worked with ABP
Frequently asked questions
Who are these sales courses for?
B2B salespeople and account managers, SME leaders who sell themselves, and client relationship teams. The programmes assume a sales cycle involving several stakeholders rather than over-the-counter selling.
Do you teach high-pressure closing techniques?
No, and it is a deliberate choice. Those techniques sometimes produce a signature and damage the relationship afterwards. In a market where serious buyers are few and reputations travel, the calculation is a poor one. We work on the quality of discovery and on holding the price.
In which languages are they delivered?
In French, English or Spanish. For a sales team split between French- and German-speaking Switzerland, English is often the shared working language. The site is published in German, but sessions are not delivered in German at this stage.
Can they be adapted to our sector?
Yes, and that is the most useful in-company format. Role-plays are built from your own deals — your real objections, your competitors, your cycles. A generic case does not train anyone to answer the objection they will hear the following week.
Is DISC included in these programmes?
It is built into the module on reading the other person, in a short form applied to selling. Teams who want to go further take the two-day “DISC and Driving Forces” course, which covers the model in its own right and gives everyone their profile.