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Sales #1. Effective Deal Management

Date: Continued application | Time: 09:00-17:00 | Place: Riga | Membership fees: 495 EUR + VAT

Intended for:

Skills and techniques for sales teams and professionals for improving sales results.



Salespeople and sales managers spend a lot of time on yesterday's results, for example, and today's market situation. But looking at the results doesn't improve them. Discussing the situation doesn't change that. How can sales teams improve tomorrow?

Determined people say - let's plan activities and act: let's send e-mails, call, go on visits! However, experienced managers know that determination is not enough. After an awkward call or a sloppy visit, a customer may be further away from making a purchase than they were before the failed activity.

This realization leads to more nuanced questions.


How to lead a conversation? How to find out Customer Needs? How to show Product Value? What are and are not Benefits? How to direct the Client to an agreement or find out Objections? How to defend the Product Price? How much does the Discount cost and what to use instead of the Discount?
What should be done to turn a promising opportunity into a tangible deal?

More details about it - Kārlis Apkalns in the "Effective Transaction Management" seminar.

Benefits of the course:

Improved ability of salespeople to convert sales opportunities into deals with:

  • accurate understanding of the structure of the sales conversation;

  • reviewed the most frequent errors of sellers and solutions for their correction;

  • acquired the most essential skills for each stage of the sales conversation;

  • handy handouts for repetition and skill maintenance.

Course format:


  • In-person training;

  • Analysis and systematization of personal experience;

  • Homework, video recording and analysis of common experience.

Karlis Apkalns.png

Kārlis Apkalns

  • MBA (Riga Business School).

  • He has worked in the leading advertising agencies of Latvia with Coca-Cola, Electrolux, Statoil, SEB, Rietumu banka, AB.LV, etc. clients.

  • He was the marketing manager of IBM and Scania in Latvia.

  • Conducted research on the communication of the image of the Latvian state.

  • Conducted similar trainings at Exigen, VISMA,, DPA, Siemens, SAF Tehnika, LMT, Tele2, Lattelecom, Transcom, Nord Connect, BTA, Balta, Ergo, Seesam, Trasta Komercbanka, Citadele, Nordea, Reaton, Latio, TEVA, Pfizer, Mylan, Olainfarm, Domino, Franks House, TNS, Toyota, Peugeot, Volkswagen, Ramirent, Cramo, Wurth, Elfa Distrelec, Baltic Data, Rolling!, Lanordija, Hanzas Maiznīca, 3M, etc.

  • Works with students of the Riga School of Economics (SSE Riga).

  • Writes a blog dedicated to management and sales topics.


Two days in person | 16 academic hours

Day I


8 welldemic hours


Introduction - What is sales?

  • Why do Latvians not like to sell?

The Essence and Essence of Sales

  • When does the Customer buy?

Sales cycle - open, find out, present, close

  • Three typical mistakes in the sales cycle

Open and explore stages - Conversation management

  • Skill No. 1 - Active listening

Stage to present - How to show the Value of the offer?

  • Skill No. 2 - Value formula

Homework, their samples and examples

  • Value formula


A colleague's "sale" according to the Value formula

Day II


8 academic hours


Homework (Free product) presentation, with video

  • Joint analysis - What can I learn from my colleague?

Stage to present - Presentation of benefits to the client

  • What are and are not Benefits?

Stage close - Price sale post

  • A selection of the saddest examples of price selling

Stage to conclude - Discount and its costs to the company

  • How to save customer costs without reducing the Price?

Closing the stage - How to Agree or open an Objection?

  • Skill No. 3 - Closing techniques: Why and How?

Summary - Further Growth Steps and Plan

  • Sales: Art? Math?


Increasing the value of the free product

Personal development plan




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