Online Training “Sales Reinvention”

Training Schedule and Venue

October 7, 10, 14, 17, 21, 24, 28, 31; November 4, 7
Time: 10:00 AM – 12:00 PM Riga Time
Platform: Zoom
Total: 10 sessions

Who Will Benefit from This Program?

• Company executives
• Sales department managers
• Internal trainers
• Expert sellers
• Sales representatives

Author and Facilitator

Albert Tyutin (Kazakhstan) – Sales Hacker. Expert sales trainer, author of “Proactive Sales,” consultant for building systems in B2B & B2C.

Training Objective

To reconstruct outdated sales approaches and equip participants with new, conversion-focused technologies adapted for modern buyers and sellers. Learn to sell more, at higher prices, and with less effort, transforming sales from struggle into a controlled process.

What You’ll Get

1. A Controllable Sales SYSTEM Independent of “Stars”

Instead of endlessly searching for talented salespeople in a burned-out market, you’ll implement a simple and clear technology. This system allows you to quickly onboard even beginners and achieve predictable results because it’s based not on unique human qualities but on working mechanisms for managing customer choice.

2. Learn to Sell at HIGHER PRICES Without Discounts and Make Upsells

Without creating a “pushy” feeling for customers. The training provides tools for managing price expectations and value engineering. You’ll be able to move away from price wars because you’ll be selling solutions, not products. The upselling technology through “lead-ins” and “strokes” will transform complementary product offers from pushiness into care demonstration.

3. Transform Your Salespeople (and Yourself) from Weak “Service” Position to Strong “Expert” Position

This is a key psychological shift. Fear of hearing rejection and being afraid of “seeming pushy” will disappear. The salesperson will stop being an “Alice mode” that simply answers questions and become the “master” of the situation who controls dialogue, inspires trust, and doesn’t need to humiliate themselves to sell.

4. Get Sales Technology That’s RELEVANT TODAY

Developed considering modern salespeople’s psychology (who need simple tools, not complex scripts) and new buyers (who don’t tolerate pressure and leave at the slightest discomfort). Instead of fighting the new reality, you’ll learn to use it to your advantage.

Training Cost

€399 + 21% VAT
Special pricing available for 3+ employees from the same organization.

Online Training Program

Module 1: New Reality – Why Old Sales No Longer Work? (Session 1)

Session Objective: Understand fundamental market shifts that make old sales models ineffective and realize the need for “reconstruction.”

Key Concepts:

• Perfect Storm in the Labor Market: Staff shortages and their long-term consequences for retail
• Different Times – Different Salespeople: How modern salespeople’s thinking, attention, and motivation have changed. Why the mindset “customer knows what they need” dominates
• Customer Evolution: Emergence of “lazy customers,” “snowflake customers,” and “dopamine generation.” Shift from “selector” to “rejector”
• Cargo Cult of “5 Sales Steps”: Why a model created 100 years ago doesn’t work today and why the best salespeople sell differently

Practice: Participants analyze their current sales approach and identify which trends already affect their business.

Module 2: New Sales Architecture – From Service to Status Management (Session 2)

Session Objective: Dismantle outdated standards and master new, simplified, and more conversion-focused sales architecture.

Key Concepts:

• One Answer for Eight Problems: Radical simplification, customer ecology, and conversion as key requirements for new standards
• Sales is About Process, Not Results: Why proper process is more important than immediate deals and how this removes stress from salespeople
• Status Management Concept: How to hack the buying cycle. Instead of selling products – focus on “selling” conversion actions (trying on, calculating, test driving) that dramatically increase purchase probability
• Status Funnel: Traffic → Curious → Interested → Choosing → Buying → Bought

Practice: Participants identify key conversion actions for their business at each stage of the status funnel.

Module 3: Sales Hacker Psychology – Strong Position and Breaking Limiting Beliefs (Session 3)

Session Objective: Dismantle weak, servicing position and master tools for selling from a strong expert position. Identify and neutralize key limiting beliefs that sabotage sales.

Key Concepts:

• Service Behavior is a Bug, Not a Feature: Why politeness is perceived as an attempt to sell, and why “customer is always right” weakens the salesperson and destroys sales
• Alpha Doesn’t Listen to Beta: Hierarchy psychology in communication. Why effective influence and selling are impossible from a weak position
• Forming Strong “Master” Position:
  • Situation Control: Al Pacino principle and transition to directive communications
  • Taking Control: How to gently but persistently lead dialogue instead of being led
  • Right to Refuse: How permission to refuse a sale paradoxically strengthens the salesperson and increases trust
• Breaking Limiting Beliefs: Deep analysis of top-10 mindsets that prevent selling: “I’m not that type,” “Customer knows what they need,” “What if customer refuses?,” “It will be expensive for customers”

Practice: “Alice Mode” exercise to recognize weak position. Practice speech modules for taking initiative (“Stop, let’s go step by step”). Group work on belief reprogramming.

Module 4: Hacker Techniques – From Traffic to Interest (Session 4)

Session Objective: Master tools for converting passing traffic into interested visitors and learn to instantly find what hooks the customer.

Key Concepts:

• Creating Barrier-Free Environment and engagement techniques: “Intrigue,” “Wow-demonstration,” “Teasers”
• Screening Instead of Needs Assessment: “Show Photo,” “What Did You Use?” strategies
• Express Demonstration and Calibration: “1+1+1,” “Tyutin-Kumok Equalizer,” “Zuckerberg Method” techniques

Homework: Develop and test 2-3 screening scripts and prepare a wow-demonstration for your product.

Module 5: Choice Management – From Interest to Purchase (Session 5)

Session Objective: Learn to help customers make choices and gently nudge them toward purchase without creating pressure.

Key Concepts:

• Choice Paradox: Golden rule: “No comparison – no choice, no choice – no purchase”
• “3 Boxes” Technique: How comparing three options (budget, optimal, expensive) manages choice and increases average check
• Selling Conversion Actions: How to “sell” customers trying on, measuring, or calculating using “Programming,” “Present with Facts,” and “Choice Without Choice” techniques
• Working with Support Group: How to turn companions from blockers into allies

Practice: Participants build comparison scenarios using “3 boxes” technique for their product and practice scripts for “selling” conversion actions.

Module 6: Price Hacking (Part 1) – Managing Price Expectations (Session 6)

Session Objective: Stop fearing “too expensive” objections. Master price expectation management concept to sell at higher prices without discounts.

Key Concepts:

• Price Neurologic: Why “expensive” is just the difference between price tag and the number in customer’s head. “Shock-price” effect
• Price Expectation Management Concept: Raise customer’s upper expectation boundary so they allow themselves to spend more
• Step 1: Determine Price Expectations
• Step 2: Reset Price Anchor
• Step 3: Find What Customer Will Pay Extra For

Homework: Develop scripts for determining price expectations and resetting price anchors for your audience.

Module 7: Price Hacking (Part 2) – Value Engineering and Objection Handling (Session 7)

Session Objective: Learn to systematically increase objective and subjective product value and master modern, ecological techniques for handling price objections.

Key Concepts:

• Objective and Subjective Value Engineering: How to increase perceived value using triggers: context power, other brand power, scarcity, fishing, and stories
• Objection Prevention: How to embed objection answers in presentations
• Ecological Objection Handling: Soft reframing (“Partial Agreement,” “DUP”) and disruptor questions (“What will you do if…”)
• Sell to Your Salespeople: Why no engineering will work if salespeople themselves don’t believe in the product

Practice: Participants conduct value engineering for one of their products and prepare answers to key objections.

Module 8: Upselling Machine – How to Systematically Increase Average Check (Session 8)

Session Objective: Overcome key barriers (analytical, psychological, technological) and build systematic upselling process.

Key Concepts:

• Four Barriers to Upselling: Why good intentions crash against reality
• Overcoming Psychological Barrier: How to work with “suggesting = pushing” belief
• Upselling Technology:
  • Lead-in (Context Creation): Situational and problematizing questions
  • Sales Hacks: “Choice Without Choice,” “By Default,” “Gambit”
  • Strokes (Creating Care): “Remind Me” technique for building trust

Homework: Design 2-3 upselling scenarios for your business using “Lead-in + Sales Hack + Stroke” combination.

Module 9: Advanced Level – Expert Sales (Session 9)

Session Objective: Master expert sales technology for complex products and high-ticket items where customers buy solutions, not products.

Key Concepts:

• What is Expert Selling: Selling solutions to customer problems or tasks, not products. Why expert sales have higher tickets and conversion
• Expert Sales Technology: Problem/Task Analysis → Risk Discussion → Solution Assembly
• Tyutin’s Paradox: Why trust disappears the moment an expert is suspected of wanting to “sell”
• Sell Without Selling: How focusing on customer problem solutions automatically increases sales

Practice: “Expert Sales” role-play with participant case studies.

Module 10: Assembly and Implementation – From Knowledge to System (Session 10)

Session Objective: Systematize acquired knowledge, develop personal “reconstruction” plan, and understand how to implement new standards in company while overcoming resistance.

Key Concepts:

• How to Turn Sales into Individual Approach: Creating individual approach feeling through wow-details
• Hybrid Sales: How to effectively combine online and offline communications
• Implementation Barrier: Why this is a transformation project, not just a task
• Implementation Strategy: Power of quick wins, hypothesis testing through HADI cycles, and working with 20-30% active supporters to launch changes

Final Workshop: Participants develop roadmap for implementing new standards in their company. Discussion, Q&A, goal setting for next 3 months.