Consultative Sales Mastery

Trendsite · Doha, Qatar

Limited batch

Intermediate to advanced

Consultative
Sales
Mastery

For sellers who already know how to present. Three days to diagnose the need, defend the value, hold the margin, and grow the account.

Length
3 days · 18 hours
Room
Maximum 20
Investment
QAR 10,000 / batch

Ahmad A. KhanExpert Sales Facilitator and TrainerCertificate of Completion, issued by the facilitator

Scan for the brochure

02 · The program

Most of the day is practice

Experienced sellers spend 18 hours on the situations that show up in Qatar now: informed buyers, longer decisions, and business that still moves through relationships. Only one fifth is facilitator input. Cases are composite, then adapted to the industries in the room. A participant may bring one live deal.

Who should attend

  • Sales executives, senior representatives, and account managers with at least two years of selling
  • Business development and key account managers
  • Supervisors and sales managers who still carry or coach live deals
  • Retail, showroom, and corporate sellers moving into consultative work

Taught in English, with Arabic examples and terms where they help. At least two years of professional selling.

Participants leave able to

  1. 01Run a structured consultative conversation from the first meeting to a commitment
  2. 02Uncover the real need with As-Is, Should-Be, Change, and Payout questions
  3. 03Map a buying committee and tailor the message to each person in it
  4. 04Present value and ROI in the client’s language, including to senior executives
  5. 05Prepare a win-win negotiation and hold margin when price is pushed
  6. 06Turn objections into a clearer conversation, and recognize buying signals
  7. 07Build an account plan, run a pipeline, and forecast without flattering yourself
  8. 08Use social, digital, and AI tools to prepare and follow up, and know where they must stop
  9. 09Leave with a personal 30-day action plan

How the 18 hours are used

  • Facilitator input20%
  • Case studies25%
  • Role play30%
  • Group play25%

Teams of 4 to 5 for cases and group play. Triads for role play, scored and debriefed before the next round. A working day runs 08:30–16:00, with lunch and prayer from 11:45 to 12:45.

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03 · Three days

Twelve sessions. Same rhythm each day.

Day 01

Discover

See the deal clearly before you pitch.

  1. 1. The Qatar landscape, and a straight look at your own selling

    Input

  2. 2. Where deals are won or lost, and how to plan the first meeting

    Case

  3. 3. Discovery: As-Is, Should-Be, Change, and Payout

    Role play

  4. 4. A buying-committee simulation with a mixed panel

    Group

Day 02

Value

Make the value obvious. Then hold it.

  1. 1. Value and ROI in the client’s language, including for executives

    Case

  2. 2. Negotiation: goals, limits, BATNA, and holding the margin

    Role play

  3. 3. Price, competitors, stalls, and “we’ll think about it”

    Role play

  4. 4. A pitch battle in front of mock buyers

    Group

Day 03

Account

Close cleanly. Then keep the account.

  1. 1. Buying signals, the close, and a next step with a name on it

    Role play

  2. 2. Account plan, an honest forecast, upsell, and referrals

    Case

  3. 3. CRM, LinkedIn, and AI — including where AI must stop

    Group

  4. 4. Scored capstone, then a personal 30-day plan

    Role play

What a catalog usually skips, and this room does not: Gulf business etiquette inside the conversation, margin practiced out loud, retail 360 upsell and referrals, and a hard line on client confidentiality when AI is used for research or follow-up.

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04 · Facilitator and investment

Ahmad A. Khan

Expert Sales Facilitator and Trainer

Business advisor and corporate trainer with more than 30 years in the United States, the Middle East, and the GCC. A Michigan-born American, he has worked in every MENA country. The Nielsen Company named him Retailer 360° Expert.

He has run a 10-store supermarket chain and, as chief operating officer in Doha, set a company’s highest sales in 34 years. Since 2011 he has taught selling, emotional intelligence, and customer experience for luxury, retail, hospitality, corporate, banking, automotive, and government clients.

  • 520 million QAR to 750 million QAR

    Highest sales in a 34-year history. COO, Doha, 2011–2013.

  • 10 stores · 700 people · 235 million SAR

    General Manager, Al Raya Supermarkets, Saudi Arabia.

  • Retailer 360° Expert

    Awarded by The Nielsen Company. Seminars in 13 MENA countries.

  • 12+ years of delivery in Qatar

    Selling, emotional intelligence, and customer experience, from 2011.

The batch

QAR 10,000

Per batch, up to 20 people. QAR 500 a seat at 20. QAR 1,000 at 10. Limited offer.

Included

  • Facilitation across all 18 contact hours
  • Participant workbook and observer scorecards
  • Capstone assessment in the room
  • Certificate of Completion issued by Ahmad A. Khan

Certificate

Certificate of Completion from Ahmad A. Khan. Attend at least 16 of 18 hours, take part in the practice, finish the Day 3 capstone, and submit a 30-day plan. This is not an accredited qualification unless that is arranged separately.

The client provides the room. Seat 20 in teams of four or five. Figures in the sales record are as stated by the facilitator.

ahmad@trendsitemkt.com

Trendsite · Doha, Qatar

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