Training programme • Sales training
Discovery, objection handling and closing — built on your product, whatever it is
Context
A complex or considered sale — a mandate, a policy, a subscription, a long B2B contract — is rarely lost on the product. It is lost on discovery that stayed superficial, an objection answered with a brochure instead of a question, or a meeting that ended with “I’ll think about it” and no next step. That is what this programme addresses, whatever you sell.
The programme is built on the CAPITAL Method, a seven-step sequence built from thirty years of real selling rather than from a manual. It is sector-agnostic by design: content is always adapted to your product, your sales process and the objections your teams genuinely hear in the field.
Programme sheet
By the end of the programme, participants will be able to:
The depth behind the method
The CAPITAL Method works for any complex sale. It was built, and is still sharpest, in the sector Anthony Belghiti actually sold in for three decades — private banking, insurance distribution and retail and corporate banking. Where your teams sit in that sector, the objections below are worked from day one.
Gathering assets, quantifying the cost of inaction, closing a discretionary mandate, activating notaries, accountants and lawyers as prescribers.
Selling value and advice off the comparison-site battleground, cross-selling an existing portfolio, closing in a way that reduces cooling-off cancellation.
Turning the meeting into commitment rather than a simulation sent by email, moving from a single request to a full relationship.
Any sales professional selling a complex or considered product or service: private bankers, wealth advisers, brokers and tied agents, retail and corporate relationship managers, and B2B sales teams outside financial services facing the same kind of sale.
Working in a commercial or advisory role selling a complex or considered product or service. No academic prerequisite.
2 days (14 hours) in person, or 4 half-days remotely.
Action learning: structured input, filmed role-play on your real cases, work on the objections your people actually hear. Groups limited to 10 participants.
Self-assessment beforehand, assessed role-play during the session, and a competency grid completed at the end. A certificate of completion is issued to each participant.
The training is accessible to participants with disabilities. Adaptations are considered case by case during scoping.
Fees and lead time provided on request, depending on format and group size. This is corporate training contracted directly with your company — see the commercial-model note on the programmes hub.
Every engagement is built around your product, your process and the objections your people actually hear — financial services or not. Scoping starts with a 30-minute conversation with your L&D or sales leadership.