-      helping individuals and teams exploit their post-pandemic OPPORTUNITIES


providing unique weapons which give salespeople (and other “persuaders” in any role) an edge over their competition

  • the psychologies of buying; the Mental Steps

  • assertiveness; use and interpretation of body language

  • cold calling, selling for appointments,

  • selling to the “gatekeeper” egs receptionist, secretary

  • opening the call, building rapport,

  • questioning and listening techniques to establish needs

  • use of the telephone; selling over the telephone

  • pitching, presenting, demonstrating, use of visual aids

  • dealing with objections and closing techniques,

  • negotiating, power negotiating, creative negotiating

  • persuasive presenting and pitching to groups

  • the "social" sell - eg a lunchtime

  • Janus Creative Planning® - Janus for Salespeople

  • ESP - Experiential Salespeople Profiling

(Follow links on the left to specialised aspects of our sales, negotiating and sales management training)

one day, two day or longer workshops and courses, or coaching, or single modules presented in, for example, an

in-house sales meeting; we will always consult and tailor-make to meet the client's needs and resources

Selling and Negotiating Training

On-the-Job Coaching - Selling or Negotiating

Janus for Salespeople ESP (Experiential Salespeople Profiling) The PERSUASIVE Professional Negotiating for WIN-WIN Sales Management

BESPOKE Sales Training

In a 25 year career in sales and since founding Impetus, Rick's favourite actvity has been working on-the-job with salespeople and negotiators at all levels to help them boost their results. Two assumptions inform his approach: salespeople never WANT someone working with them, but do always WANT resources and tools to give them an edge! So Rick's gives them that edge - our unique selling aids: ESP (Experiential Salespeople Profiling) and JANUS for Salespeople.

- a special on-the-job (field or office-based) sales training package from Rick Whitehead

Rick researches to design a bespoke ESP Reference Card (see generic version) and to identify key functional goals that JANUS will deliver. His on-the-job coaching is then not the normal observing and debriefing (that none of us like!) but working together to refine how to USE the tools.

The Special Package - £1.200 for research as necessary and 8 hours coaching in one day or spread over two; or £1.600 for research as necessary and 16 hours coaching spread over two days or more. Negotiable rates for more than one salesperson or executive.

We can provide tailor-made training for salespeople at all levels from our range of modules: