Services
From theory to live deals
Tailored training, then six months applying the 3WHY™ Decision Method to the deals that matter. Your team changes the way it sells on live accounts, not in a classroom.
How the programme runs
Five phases. Each one ends with something your team uses on its deals.
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1
Decode
Find where the deals get stuck. Account reviews, deal reviews and external analysis.
Deliverable: sales audit, priorities and KPIs.
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2
Craft
Build your version of the method. Tailored to your clients, your product and the way you sell.
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3
Activate
Turn the method into behaviour. Training sessions, role plays, deal preparation and meeting preparation on your own accounts.
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4
Chase
Apply it to the deals that matter. Live deal mentoring: I review, correct and work the deals with your team.
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5
Prove
Measure the impact. Results against the KPIs set in Decode.
What your team leaves with
Three tools, built on the Decision Iceberg: the case, the organisation and the person.
Purchase Case
The reason to buy, framed for the senior decision-maker. It creates top-down momentum where a business case and an ROI calculation don’t.
Influence Structure
How this bank decides on this purchase: power and influence dynamics, and what internal buy-in the deal needs. An account-specific approach instead of navigating once you’re in.
Micro-Closing
A concrete result from every conversation, including the reluctant stakeholder who only has five minutes. Objection handling that moves the deal forward.
What changes, role by role
Head of Sales
Clear data on which deals are winnable and where each one really stands. Your team’s time goes to the deals that can close.
Account Executives
Help from the next meeting onwards: the right stakeholder, the angle that gets the pitch heard, and answers to the objections that used to stall the deal.
VP of Sales
A team that brings structure and client knowledge to the key deals, and a pipeline you can present to the board.
Other formats
Training
I teach the 3WHY™ playbook to your team: the Decision Iceberg, the Purchase Case, the Influence Structure and Micro-Closing, with exercises on your own accounts. For teams that will apply the method themselves.
Scoped after a 30-minute call.
Strategic Deal Advisory
I work with your team on a small number of high-stakes deals: entering a new market, signing the first client for a new product, securing a reference logo in a Tier 1 bank.
Scoped after a 30-minute call.
Start with one stalled deal
Every engagement starts with a 30-minute call on one deal that should be moving and isn’t. We decide together whether the programme, the training or deal advisory fits, and I scope it from there.