Training & seminars
Sales training
Selling in Mauritius means selling into a market where everyone knows everyone and the relationship comes before the transaction. Our courses start from that rather than from imported sales models.
1 course
Consultative selling
Two days on selling by asking better questions rather than reciting better arguments. The programme works on discovery, on the real qualification of a deal, and on reading the person across the table.
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
Many of the sales methods taught today come out of a mass market where you never meet your buyer twice. Mauritius is the opposite: the domestic market is small, the decision-makers in any one sector would fit in a single room, and a salesperson who forces a deal this year pays for it next year across the same network. Those methods produce salespeople who are technically competent and culturally off — too insistent for a buyer who reads insistence as a bad signal about quality, and too quick for a decision that goes up to a family shareholder.
Our programmes therefore work on three concrete things. First, discovery: asking the questions that make a buyer think rather than the ones that put them on the defensive. Then reading the person across the table, with DISC, because the same argument lands with one profile and closes the door on another. Finally holding the price, which is decided long before the price is spoken.
One point of method we stand behind: we do not train pressure techniques. They sometimes work once and cost you the relationship afterwards, which is a poor trade in a market where the number of serious buyers is limited and word travels fast.
Like the other programmes, these are modular and run in French, English or Spanish — including for a sales team that sells in French on the island and in English for export.
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Frequently asked questions
Who are these sales courses for?
Salespeople and account managers in B2B environments, owner-managers who sell themselves, and client relationship teams. The programmes assume a sales cycle with several people involved rather than over-the-counter selling.
Do you teach high-pressure closing?
No, and it is a deliberate choice. Those techniques occasionally produce a signature and damage the relationship afterwards. In a market where the serious buyers are few and word travels, that is a bad trade. We work on the quality of discovery and on holding the price.
What languages are they delivered in?
French, English or Spanish. For a team that sells locally in French and for export in English, it is common to run the session in one language and the role-plays in the other — which is precisely the useful exercise.
Can they be adapted to our sector?
Yes, and it is the most useful in-company format. The role-plays are built from your own deals — your real objections, your competitors, your cycles. A generic case trains nobody to answer the objection they will hear next week.
Is DISC included in these programmes?
It is built into the module on reading the person across the table, in a short form applied to selling. Teams who want to go further take the two-day DISC and Driving Forces course, which treats the model in its own right and gives each participant their own profile.