Our Programmes

Our concept of Total Commercial Call™ (TCC) uniquely combines the principled, logical and commercial arena of selling and buying with the positional, tactical, behaviours-driven arena of negotiation.

The programme recognises that we do not go to a 'selling meeting' or a 'negotiation meeting' – we go to meetings (or calls) in which selling and negotiation can occur.

This programme gives delegates the structure and control to know when to sell and when to negotiate, on their terms.

Situational Negotiation™
Situational Negotiation™ focuses on the behaviours in negotiations, rather than the relationship they represent.
It is fully researched to deal with the latest trends in negotiation and coached by experienced traders and negotiators.
Starting with the power-play behaviours, the skills build though the agenda as more sophisticated behaviours are layered on top.
This enables delegates to flex their style to suit any negotiation situation –'the best negotiators use all the behaviours.

Specific Proposal Selling™
This simple, direct 5-step process encourages a focused and commercial approach to selling, centred on your Specific Proposal.
We provide delegates with the tools and capabilities to better control and manage their sell to achieve their ambitious objective.
The programme includes modules to improve the structure and clarity of selling presentations, the importance of the key message in the presentation and delivering a compelling commercial proposition.

Around these core programmes we also offer suite of complimentary capability development events to maximize the commercial returns of the Total Commercial Call™ programme.

Financial Edge
In this finance based programme, Sentinel's real-life-edge is brought to the topic of customer persuasion through financial argumentation and expertise.
It drives client teams' understanding of the financials of the 'buy' and the 'sell'; and furthermore enables them to differentiate between, and deal with the commercial reality and the tactical 'financially abuse' often used by counterparts in this area.

Organisational Selling
This programme typically extends the reach of clients' customer managers into decision makers and influencers within their major accounts through developing a strategy of account penetration and decision analysis.
This enables clients to influence more key decision makers and leverage more favourable outcomes, faster.

Personal Impact
Capitalising on Sentinel's expertise in training and facilitation, this event raises the standards of selling presentations both 'over the desk' and in more formal audience arenas, bringing a "wow" factor to presentation style.

SCOPE Situation Analysis and Strategic Solutions
The Sentinel edge is brought to the business manager's core strategic thinking skills with the aim of producing clarity and focus on the 'Critical Challenge', and how to overcome or capitalize on any given situation or circumstance. Key benefits include clarity in developing and presenting plans.

Implementing Category Management
This event applies most directly to clients in Fast Moving Consumer Goods markets.
Whereas many insight-driven strategies fail in the implementation phase, this action-oriented essential for an all-too-often theoretical subject focuses on making it actually happen through a competitive business simulation.

Real-world-class Account Management
Clients build a tailored agenda with Sentinel for the processes and practices necessary to build trust based rapport with business counterparts.
A suite of modules is available including information and organisation, planning and forecasting, innovation and vision plus sustaining long term focus.