You want bigger deals and better margins from your sales team. Our training helps your salespeople find the real problem behind each request, agree a clear next step in every conversation and protect your margins when they negotiate. In-house training for B2B sales teams, in person anywhere in the UK or virtually.
People buy from people they trust. Buyers decide with emotion and then justify the decision with logic, which is why a salesperson with a perfect pitch can still lose to a competitor the buyer trusts more.
Many salespeople take the order the customer puts in front of them. The best ones ask what the request is for, find the bigger problem behind it and show the customer what that problem is costing them. That is where bigger deals come from.
Our training changes how your salespeople think about a sale, what they do in each conversation and the habits they keep afterwards. They practise on your products, your buyers and your live deals, with feedback every time, until the new approach becomes a habit.
This work is built for:
It is not the right choice for:
We start with your real deals and calls. We find where conversations stall, what gets skipped and how your customers experience your salespeople.
Your salespeople learn what earns a buyer's attention and trust, how buyers weigh up risk and how they justify a decision to their colleagues. We also use Everything DiSC, a personality profiling tool, so they can recognise a buyer's style in the first few minutes and adjust to it.
PEPITA™ stands for Prepare, Explore, Pain, Impact, Translate, Advance. It is the six-stage model we built from two decades of sales psychology work. At any point in a conversation a salesperson can ask: what stage am I in, and what do I still need to understand? When a deal stalls, it usually shows which stage was skipped. Your team practises it in role-plays built on your own products, buyers and deal sizes.
Bigger deals involve several people at the customer: the person who signs off the budget, the people who can support or block you, the technical experts and the people who will use what you sell. Your team learns who each person is and what each one needs to hear.
Between workshops your salespeople use PEPITA™ on live deals and bring back what happened. It becomes the shared language for your deal reviews and coaching, so the new habits last long after the training.
Two sales programmes, both measured by the client against the money they brought in.
Having experienced various training programmes throughout my sales career, Inner Leader is without doubt the best all-round programme I have participated in. The team changed how they prepare before meeting a customer, and 62% more of our leads converted into demonstration meetings. Our closing rate went up 12%, worth £400,000 to £500,000 in additional revenue.James Carr, Sales & Marketing Director, BTL Aesthetics UK
Our investment in the Inner Leader's 'Negotiating to Win' programme paid for itself in a single transaction.Matt Clementson, Enterprise Head of Sales UK&I, SAP Concur Spend Management SolutionsRead the SAP Concur case study
We've seen a tangible improvement in the sales team's approach to work, their internal and external communication style, collaboration in the team and, most importantly, sales output.James Carr, Sales & Marketing Director, BTL Aesthetics UKRead the BTL Aesthetics case study
| Format | In person anywhere in the UK (including Manchester, Liverpool, Birmingham, Leeds and London), with virtual sessions for follow-through and deal coaching |
|---|---|
| Group size | Sales teams of 6 to 25 |
| Duration | Typically 2 to 4 workshop days across 4 to 8 weeks, plus follow-up on live deals |
Consultative sales training teaches salespeople to ask what a request is for and to find the larger problem worth solving behind it, instead of simply taking the order. At Inner Leader it combines the psychology of how buyers decide with PEPITA™, our six-stage model for running the conversation, practised through live role-play on your own products and buyers.
Yes, all of our sales training is in-house, designed around your products, your buyers and your deal sizes. We work with sales teams of 6 to 25, in person anywhere in the UK (including Manchester, Liverpool, Birmingham, Leeds and London), with virtual sessions for follow-through and deal coaching.
Typically 2 to 4 workshop days across 4 to 8 weeks, plus follow-up on live deals. The weeks between workshops let your salespeople use PEPITA™ on live deals and bring back what happened.
Prepare, Explore, Pain, Impact, Translate, Advance. PEPITA™ is the consultative selling model Inner Leader built from two decades of sales psychology work. It helps a salesperson check where they are in a conversation: at any point they can ask what stage they are in and what they still need to understand.
It is the study of how people make buying decisions, and what a salesperson can do to be useful inside that process. It covers attention, trust, how people handle risk, why they hide the real problem, how differences in personality change what lands and what makes a decision feel safe enough to make.
In the work we do, a buyer moves through four: noticing that something is wrong, trusting the person in front of them enough to say so, believing the proposed solution will hold and then finding the reasons that justify the decision to everyone else. Sales stall when a seller works on a later stage than the buyer has reached.
Both are powerful, well-known sales training models, but they can feel complex, and they're rooted heavily in American sales culture. PEPITA™ was built for the way consultative selling works here: six stages, plain language and a toolkit of questioning, listening and influencing skills inside each stage. Your team will be using it on live deals by day two.
No. It's built around live role-play simulations designed on your real buyers and deal shapes, with structured feedback afterwards against a model conversation. People practise the conversation they had trouble with last week.
Both, in separate groups where the mix is wide. New salespeople get the fundamentals of rapport, questioning and listening. Experienced people tend to get most from the work on personality styles, senior stakeholders and negotiation, where old habits cost the most money.
Yes, PEPITA™ works in a single conversation and across a long deal involving many people at the customer. Account growth is usually where the Pain and Impact stages pay for themselves first.
Yes. We are an Everything DiSC Authorised Partner and have used Everything DiSC since 2020. A sales team that can read a buyer's style quickly has a real advantage in the first meeting. We are big advocates of Catalyst, the online Everything DiSC platform: everyone in the team can see their own DiSC style and their colleagues' styles, with practical tips for working well with each person, and it keeps DiSC part of everyday work long after the workshop.
Yes. We deliver in person across the UK (including Manchester, Liverpool, Birmingham, Leeds and London), and we run virtual versions for teams spread across countries. We have delivered this material to groups dialling in from six time zones.
Sales psychology explained: what happens in a buyer's head from first contact to signature, and the six fundamentals every sales team should know.
Virtual sales training for remote sales teams: what it covers, how a video call differs from a room, how long it takes and how to lead a team you cannot see.
Bring us three live opportunities that have stalled and we'll show you where each conversation went wrong, and what we would do about it.
We’ll reply within one business day.
