Sales Workshop in JLT for Teams Selling Across Borders
A Sales Workshop in JLT has to prepare sellers for buyers in Mumbai, Nairobi, Riyadh or Hong Kong, often negotiating in a second language. We work on your open trades and contracts, and sellers spend most of the day rehearsing them.
- Rehearse the trades and contracts you have open
- Payment terms and credit pushback practised
- Deal velocity reviewed after 90 days
- Rated 4.9/5 by 200,000+ professionals
- Certificate for every participant
Why DMCC companies choose this workshop
Your open deals, not case studies
Every seller brings a negotiation or opportunity that is still live. The trainer builds the exercises around those deals, with sensitive figures changed beforehand.
Terms, not only price
Cross border buyers argue over payment terms, credit, delivery and quality as much as price. Sellers rehearse trading each of these without giving margin away.
Four fifths practice
The trainer explains briefly, then sellers negotiate, call and rewrite offers in pairs for most of the session, with coaching after every round.
Trainers who sold internationally
Our trainers have closed deals across borders in trading, technology or services, and know how trust is earned with buyers who rarely visit Dubai.
Every seller certified
Once the day is over, each participant collects a TrainingInUAE.com completion certificate that sets out the negotiation and selling modules they worked on.
Results at the quarter mark
We fix one commercial measure with you in advance, perhaps deal cycle length, conversion or average order size, and report how it moved at 90 days.
The practice behind our Sales Workshop in JLT
Negotiating credit terms with a distant buyer in your second or third language is hard to learn from a lecture. It improves with repetition, honest feedback and another attempt. So most of the workshop is structured practice on realistic cross border deals.
Pipeline walkthrough
With the sales head we go through open deals, regions and products to see where negotiations stall and which buyers tend to go quiet.
Deal stories from sellers
We interview several sellers about recent wins and losses, or review call recordings, to capture the real arguments buyers use.
Scenario design
The trainer writes buyer briefs from those stories, covering pricing, payment terms, shipment and trust, with company names disguised.
Negotiation rehearsal
Sellers practise calls and negotiations in pairs and trios, rotating roles so each one plays seller, buyer and observer during the day.
Back to the desk
Each seller picks one open deal and applies a new technique within two weeks, then tells their manager what the buyer did differently.
Review after three months
We compare today’s figure for the agreed measure with where you began, gather examples from sellers and decide together what the team should drill next.
After a short model, sellers negotiate in pairs while a colleague observes and notes every concession. They then swap roles and rerun the same deal, aiming to protect more value the second time round.
- Laptops open from the first 15 minutes
- Your own documents, data and tasks
- A finished output from every lab
- Prompt library to keep using on Monday
Modules in the Sales Workshop in JLT
We weight the eight modules after looking at your pipeline. A commodities desk may need more negotiation, while a software company may need more on enterprise buying committees. Every module finishes with hands on practice.
Module 1. Discovery and needs analysis
Learning what the buyer really needs, including volumes, quality specifications, timelines, financing and who signs off, before quoting anything at all to a counterparty you barely know.
🛠 Sellers practise: A first call with a new overseas buyer who wants a price immediately
Module 2. Value propositions that cross borders
Explaining why buying from a Dubai based supplier or partner is worth it, using reliability, compliance, logistics and service arguments that matter to buyers in many markets.
🛠 Sellers practise: A short positioning pitch adapted for buyers in two different regions
Module 3. Objection handling
Responding to objections such as your price is above the market, we need longer credit, another supplier offered better quality, or we have never worked with you before.
🛠 Sellers practise: Rapid rounds on the objections your sellers logged over the past month
Module 4. Negotiation and closing
Planning your walkaway, trading price against payment terms, volumes or delivery dates, and confirming the deal clearly in writing so nothing changes after the call ends.
🛠 Sellers practise: A price and payment terms negotiation with a buyer briefed to push hard
Module 5. Pipeline and forecast discipline
Tracking deals that take months to close, recording next steps with dates, and forecasting volumes and revenue in a way that finance and owners can plan around.
🛠 Sellers practise: Reviewing your own open deals and setting a dated next step for each
Module 6. Relationship selling and account growth
Building long term trust with distributors, agents and repeat buyers through regular contact, honest updates when things go wrong, and spotting chances to sell more.
🛠 Sellers practise: An account review call with a long standing distributor who feels neglected
Module 7. Selling to government and large enterprises
Approaching state owned buyers, large corporates and government entities, completing vendor registration, answering formal tenders and building relationships inside the complex buying committees that approve each contract.
🛠 Sellers practise: Mapping the decision makers in one large enterprise or government account
Module 8. Using AI in the sales process
Researching markets and buyers, preparing negotiation briefs and drafting emails in several languages with ChatGPT, Claude, Gemini or Copilot, while keeping pricing and client data out of public tools.
🛠 Sellers practise: Preparing an AI assisted negotiation brief and checking every fact in it
Customised for the way your company trades
A gold trader, a coffee importer and a software reseller in the same cluster face very different buyers. We study your products, markets and deal structure first, and then design scenarios your sellers will recognise immediately.
Learn your deal structure
We find out how your deals are priced, financed and shipped, which markets you sell into and who on the buyer side approves contracts.
Write with your products
Role plays use your real goods or services, quality specifications and terms, so sellers practise the conversations they hold with real counterparties.
Fit level and language
Depth is pitched for junior or senior sellers, and delivery runs in English, Arabic or a blend, with extra care for anyone negotiating in a second language.
Tracks for every seller
New sellers
Junior traders and sales executives learning to qualify buyers, open conversations and follow up without losing momentum.
Experienced account managers
Senior sellers and traders who manage key buyers and distributors and want to negotiate better terms over time.
Sales managers
Desk heads and sales leaders who coach deals, review long pipelines and forecast volumes for owners and finance teams.
Pre-sales and customer success
Solution consultants, trade operations and client service staff who prepare offers, manage shipments and keep buyers satisfied.
A completion certificate for each seller
Completing the workshop earns each seller a TrainingInUAE.com certificate, dated and naming every module they worked through. This marks company commissioned training only. DMCC does not issue it, it is no industry licence, and it is not a KHDA accredited award.
- Issued to every participant who completes the hands on labs
- Shows the programme name, hours, tools covered and date
- Digital PDF, ready to add to LinkedIn and HR records
- Attendance and lab completion report for HR or L&D, on request
JLT sales teams we work with
The DMCC community covers trading houses, technology companies and service firms side by side. We change the buyers, deal length and objections to suit your business.
Gold and precious metals
Traders and sales staff negotiating with refiners, jewellers and wholesale buyers, where trust, documentation and payment security matter on every deal.
Diamonds and gemstones
Sellers in the diamond community building relationships with buyers from India, Belgium, Hong Kong and beyond, often over many years.
Agricultural and soft commodities
Desks selling tea, coffee, pulses or grains to buyers on several continents, handling quality disputes, freight costs and credit terms.
Technology and SaaS
Account executives selling software and digital services into GCC enterprises, facing long cycles, security reviews and many stakeholders.
Corporate and professional services
Company formation agents, accountants and consultants who need to move from answering enquiries to advising clients and winning mandates.
Logistics and freight
Business development teams winning cargo, warehousing and contracts, where reliability and relationships count more than the lowest rate.
Teams our trainers have worked with
Plus 400+ enterprise clients across 16+ countries.
Trainers with cross border selling experience
Every Sales Workshop in JLT is run by a senior practitioner who has negotiated international deals and led sales teams. They understand trading cultures, long cycles and selling in a second language.
Leadership and management faculty
For managers, senior leaders and leadership offsites
- Senior people who have run teams and led change
- Drawn from a visiting faculty network across 9 IIMs
- Coaching, decision making and difficult conversations
- English, Arabic or bilingual delivery
Sales and customer trainers
For sales, account and service teams
- Practitioners who have closed deals and run sales teams
- Role plays built on your real deals and customers
- Discovery, objection handling and negotiation
- B2B, retail and hospitality experience
AI and digital trainers
For AI adoption and productivity programmes
- 17+ years in AI and corporate training
- Have trained 200,000+ professionals in 16+ countries
- Copilot, ChatGPT, Claude and Gemini on real work
- Part of a pool of around 300 trainers worldwide
Selling from the DMCC free zone
The DMCC free zone, based in Jumeirah Lakes Towers, has members who trade an unusually wide range of goods and services. Gold and precious metals, the Dubai Diamond Exchange community, energy and agricultural commodities and tea and coffee, supported by DMCC’s own dedicated tea and coffee centres, sit alongside software, crypto and corporate service firms. Most of them sell from Dubai into markets where trust, credit terms and personal relationships decide the deal.
That calls for specific skills: negotiating price and payment terms with distant buyers, staying patient through cycles where nothing is signed for months, and building trust in a second or third language. Our Sales Workshop in JLT tackles these directly, using cross border scenarios instead of a textbook retail pitch.
Formats for busy JLT desks
Half day intensive
One skill, such as negotiating payment terms, practised in a morning so traders are back at their desks for the afternoon.
One day workshop
Discovery, objections and negotiation covered in one session, each seller rehearsing on trades or contracts currently open on their desk.
Two day programme
Adds pipeline discipline, account growth and enterprise selling, with the second day focused on the team's largest opportunities.
Monthly negotiation clinics
Follow up sessions each month where sellers table their toughest live negotiation and rehearse it with the trainer before the real call.
Online sessions for regional teams
Live virtual workshops with breakout negotiations for sellers based in other offices, time zones or GCC markets.
Sales Workshop in JLT: FAQs
Can sellers practise on the actual deals they are negotiating?
Yes, that is the heart of the workshop. Each seller brings one or two live negotiations. We change company names, prices and anything commercially sensitive, but keep the structure and the objections. Sellers then rehearse the next real conversation with that buyer and leave with a clearer plan for it.
Can role plays reflect our products and trading terms?
They can. We ask for product details, quality specifications, typical payment terms and your main markets during scoping. Scenarios are then written around those details, so a coffee seller negotiates a coffee contract and a software seller handles an enterprise renewal. Feedback is far sharper when the product is real.
Our sellers negotiate in English as a second language. Can the workshop help?
Yes. Many DMCC sellers negotiate in their second or third language. The trainer focuses on clear, simple phrasing, confirming agreements in writing and checking understanding without sounding unsure. We can also run the workshop in Arabic, or bilingually, if that suits your team and your buyers better.
How many sellers can join each workshop?
Each hands on workshop takes a maximum of 20 sellers per trainer. That keeps negotiation pairs active and leaves time for individual coaching. Larger teams are split into repeat sessions or given an additional trainer. A short talk for a whole company, without role plays, can be any audience size.
Can you deliver the workshop at our JLT office?
Yes. Most JLT clients host the session in their own meeting room, which saves time for busy desks. We only need space for small groups to negotiate. If your office is small, we can recommend a meeting venue nearby, and colleagues in other countries can join an online session.
Is the workshop relevant for B2B trading as well as retail sales?
It is designed mainly for B2B selling, which is what most JLT companies do, but the core skills apply to retail too. Trading desks focus on terms, credit and long relationships. Retail or consumer teams practise faster conversations and upselling. If your company has both, we run separate practice groups.
Do participants get a certificate, and is it accredited?
Each seller who finishes is handed a TrainingInUAE.com certificate showing the date and modules practised. Think of it as evidence of practical company training. It is not a KHDA qualification, and neither DMCC nor any regulator issues or endorses it, which we state clearly in every proposal we send.
How will we know if the workshop worked?
Ahead of the session your sales head picks one or two measures with us, such as deal cycle length, pipeline velocity, conversion or average order size. The starting figures are logged, managers send short updates at 30 and 60 days, and a report follows at 90 days. We give an honest view of what changed rather than a promise.
Negotiate your next deal better
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