Sales MasterCLASS: Sales Training Course for Business Owners and Sales Teams

The Sales MasterCLASS is a 12-week sales training course for business owners, sales professionals, and teams that want a more consistent way to sell. The program covers the full sales process, from mindset and prospecting to qualifying leads, handling objections, follow-up, and closing.

This is not a set of random tips and tricks. Each week helps you learn, apply, review, and improve. The goal is to build a sales approach that is easier to understand, measure, and repeat.

A 12-Week Sales Training Course for More Predictable Sales

Inconsistent sales usually do not come down to one weak closing technique. Sales performance depends on the whole process working together. Targeting, prospecting, qualification, buyer behavior, communication, follow-up, objection handling, conversion rates, and measurement all play a part.

The Sales MasterCLASS helps you see where opportunities are being lost. Then you work on a more structured sales process that can be tracked, improved, and used again. The aim is not guesswork. It is better sales habits, clearer activity, and measurable results.

What Makes This Sales MasterCLASS Training Course Different From Other Sales Courses?

Many sales masterclasses teach you a lesson, give you a video, and then leave you to figure the rest out on your own – which might be okay for a little while but in all honesty, it’s not always enough to actually change how you behave.

This MasterCLASS is different because the course material is actually tied to doing something with what you’ve learned. You get to learn a new concept, then apply it to your actual prospects or customers, and then come back with your questions and what you’ve discovered – that way you’re not just taking notes in a workbook but putting it all into practice for real sales conversations. For business owners who need more personalised support around their sales challenges, our sales coaches provide ongoing guidance, accountability and practical support tailored to their specific goals.

Live, Facilitated Sales Training

Participants are not simply given videos to watch alone. Weekly facilitated sessions give you the chance to ask questions, discuss sales challenges, and connect the training to real situations. The format is similar to practical business growth workshops, where learning works best when people can talk through what they are facing.

Accountability and Sales KPI Tracking

The Sales MasterCLASS isn’t just about picking up new techniques. You also get to dig into how your sales activity is tracking, what your conversion rates are, which KPIs are showing progress (or not), and if you’re actually following through on the actions you say you’re going to take. This helps you work out where sales opportunities are slipping in the pipeline, where they are getting stuck, and where you can make improvements. When you can see the numbers in black and white, it becomes a lot easier to manage the sales process.

Apply the Training to Real Sales Opportunities

Each week is meant to be used inside your actual sales work. That may include prospecting, qualifying leads, improving conversations, reviewing proposals, handling negotiations, or fixing weak follow-up. You do not need to wait until the course ends. You can start applying the training as the class moves forward.

Practice, Feedback and Continuous Improvement

Sales skills improve with practice. Participants can learn from discussion, shared examples, feedback, and the principles of group coaching. This matters because selling is not only about knowing what to say. It is about using the right approach in the right moment and improving over time.

MasterCLASS Sales Program Investment

Sales Training Program

$1,500

(Weekly Payment Plans Available)

MasterCLASS Sales Training - The Transformation Process

The 12-week Sales MasterCLASS moves through the key stages of effective selling. It starts with mindset and customer understanding, then moves into communication, prospecting, qualification, negotiation, tools, measurement, customer service, closing, and delivery.

Each week builds on the last. The course does not treat sales skills as isolated tricks. It helps participants understand each aspect of the sales process and how those pieces work together.

Week 1

Definition/Mindset & Professionalism of Sales

Learn what selling really means and what separates a successful salesperson from someone who simply talks about products or services. This week covers mindset, professionalism, discipline, and the traits of top sales performers. You begin by building the right mindset before moving into specific sales techniques.

Week 2

Sales/Customer Beliefs

Explore how beliefs affect sales success. You will look at different types of people and customers, as well as your role in helping the buyer feel understood. This week helps you build rapport and shape a sales approach that fits the customer, not just your own script.

Week 3

Communication & Engagement

Learn how to connect with buyers in a more useful way. This week covers logic, emotion, DISC profiling, and the language of the System Diagnostic Instrument. You will review how different customers communicate, so you can adapt your message and keep prospects engaged.

Week 4

Prospecting/Qualifying & Targeting

Focus on finding better opportunities and using your time well. This week covers prospecting, qualifying leads, target market thinking, the AIDA 4-step focus, pipeline management, and five sales strategies that can support profit. The aim is to stop wasting time on poor-fit leads.

Week 5

Lead Qualification

Learn how to identify serious prospects and create a smoother buying experience. This week covers the question funnel, old versus new selling techniques, question softeners, temperature checking, elevator pitches, and the buying journey. Strong qualification helps you focus on opportunities that are more likely to move forward.

Week 6

Technique & Sales

Develop practical sales techniques for better everyday conversations. You will look at body language, the buyer’s brain, phone standards, retail standards, and essential skills for sales interactions. This week helps improve your sales approach by focusing on how buyers think, respond, and make decisions.

Week 7

Sales Negotiation & Objection Handling

Learn how to handle objections without becoming defensive. This week covers relationship selling, objection-handling strategies, negotiation, and win-win outcomes. The goal is to understand what is stopping the buyer from moving forward and respond in a way that keeps the conversation productive.

Week 8

Understanding Your Competition

Review your market, your products or services, and your position against competitors. This week covers SWOT analysis, niche, USP, forecasting, and competitive insight. When you understand where your offer stands, it becomes easier to explain value and build a stronger sales strategy.

Week 9

Database & Tools

Learn how sales tools and measurement can improve performance. This week covers flowcharting your sales process, tracking KPIs, testing and measuring results, using tools, and managing your database. A better database helps you follow up, monitor activity, and make decisions from real information.

Week 10

Customer Service & Support

Sales does not stop once someone buys. This week focuses on customer satisfaction, proactive service, referrals, simplifying the buying process, and moving clients up the ladder of loyalty. Strong customer service can support repeat business, referrals, and more stable long-term growth.

Week 11

The Enrollment

Work on guiding buyers toward a clear commitment. This week focuses on providing solutions, asking better questions, and helping customers make a decision. Closing is not about pressure. It is about making the next step clear and helping the buyer feel confident enough to move forward.

Week 12

Scripts, Action & Delivery

Turn the training into action. This week covers scripts, follow-up, maximizing “yes” responses, reducing “no” responses, and turning your sales vision into measurable results. You finish the course with tools and actions that can support continued improvement after the MasterCLASS ends.

Sales Skills Training Across the Full Sales Process

The Sales MasterCLASS covers the full path from first contact to follow-up. It helps participants build essential skills and strategies that can be used in real sales work. The focus is not only on closing. It is on improving the process that leads to closing deals.

Sales Mindset and Confidence

Sales starts with a mindset. Participants work on professionalism, confidence, consistency, discipline, and how to handle rejection without losing focus. A strong sales mindset helps sellers keep going when prospects say no, delay decisions, or raise difficult questions.

Prospecting, Targeting and Lead Qualification

Good sales work starts with the right prospects. This part of the training helps participants identify suitable leads, prioritize better opportunities, qualify prospects, manage the pipeline, and avoid spending too much time on poor-fit buyers. Better targeting can make the whole sales process stronger.

Discovery, Questions and Understanding Buyer Needs

Sales conversations work better when the seller understands the real problem before presenting a solution. This training helps participants ask better questions, listen properly, and uncover what the buyer actually needs. Strong discovery makes proposals, negotiation, and follow-up more useful.

Communication, Rapport and Sales Presentations

Buyers do not all think or communicate in the same way. This part of the course helps participants adapt communication, use active listening, build rapport, present value, understand body language, and speak to different buyer types. Good communication can make the sales conversation feel clearer and more useful.

Objection Handling and Sales Negotiation

Objections are not always rejection. Sometimes they show confusion, risk, timing issues, or missing information. Participants learn how to understand what is really stopping the buyer from moving forward. The goal is to overcome objections with better questions and clearer value, not pressure.

Closing, Commitment and Follow-Up

Closing is not just one line at the end of a call. Successful selling includes clear next steps, buyer commitment, momentum, and effective follow-up. This part of the training helps participants make the buying decision easier while keeping prospects engaged after the first conversation.

Sales Processes, CRM, KPIs and Measurement

A strong sales process can be seen, measured, and improved. This part covers structured stages, pipeline visibility, CRM and database concepts, conversion rates, KPIs, testing, and performance review. When activity and results are tracked, it becomes easier to improve your sales game.

Why Join the MasterCLASS Sales Training Program?

One major goal of the MasterCLASS Sales Training Program is to move sales away from personality, improvisation, or sporadic effort. A business should not have to depend on one naturally talented person to drive revenue. The course helps create a process that can be understood, measured, and repeated.

A Clear Sales Process

Create clear stages from prospecting through qualification, conversation, proposal, decision, and follow-up. When the process is clear, owners and sales teams can see where opportunities are moving and where they are getting stuck.

Consistent Sales Standards

Give owners and teams common approaches, questions, scripts, and terminology. This helps reduce the problem of everyone selling differently. A consistent sales approach makes training easier and gives the team a shared way to work.

Better Visibility Over Performance

Understand where opportunities enter the pipeline, where they stall, and where conversion needs improving. Better visibility helps business owners and sales managers focus on the right issue instead of guessing why performance is inconsistent.

A Sales Approach That Does Not Depend on One Person

Build a sales approach that does not rely on one person by creating clear processes, expectations, and methods the whole team can follow. This makes sales performance easier to manage and improves the chance of real-world results across the team.

Meet Your Sales MasterCLASS Coaches

The Sales MasterCLASS is led by ActionCOACH of Arizona coaches who work with business owners, leaders, and sales teams. They bring structure, facilitation, sales training, and business coaching experience into the course, so participants can connect each lesson to their own sales environment.

Tom Dougherty

Global Award Winning Business Coach,
Certified Master Coach, & Executive Coach

Kevin McKamey

ActionCOACH Business Coach,
Sales Trainer & Leadership Coach

Who Should Join This 12-Week Sales MasterCLASS Training Course?

This course is designed for people who want to improve sales performance specifically. Business owners looking for broader training across areas such as financial control, team performance, systems, planning, and profitability can explore the Business MasterCLASS instead.

Business Owners

This course can help business owners who still sell personally, want a more reliable sales process, or need the wider team to improve how they sell. It is useful when a new business depends too much on the owner or when the sales approach changes from person to person.

Sales Professionals

Sales professionals can use the course to improve prospecting, discovery, communication, objection handling, negotiation, closing, and follow-up. It can support people who are new to sales as well as those who want to sharpen their skills and close more sales with a better process.

Sales Managers and Team Leaders

Sales managers and team leaders can use the training to build consistency, monitor performance, and develop their salespeople. The course gives them a clearer view of activity, conversion, standards, and the coaching needed to help a sales team improve.

Business Development and Customer-Facing Teams

Business development representatives and customer-facing employees often influence inquiries, retention, cross-selling, and revenue. This course can help them improve conversations, qualify opportunities, build rapport, and understand how their role connects to the sales process.

MasterCLASS Sales Course Backed by the ActionCOACH of Arizona Guarantee

ActionCOACH of Arizona backs its coaching programs with the ActionCOACH guarantee. The guarantee is based on participation, follow-through, and completing the agreed actions during the program. When participants follow the proven systems and do the work, the program is designed to help them achieve real results.

This matters because sales training should not be passive. The Sales MasterCLASS gives you the framework, facilitation, and accountability, but progress comes from using the tools consistently inside your own business.

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Transform Your Business with Confidence and Strategic Vision

At ActionCOACH of Arizona, we understand it’s essential that you achieve real results for you and your business. That’s why we back our coaching programs with our ActionCOACH guarantee. As long as you follow our proven systems and complete all of the work and actions agreed upon in your sessions, our coaching programs are guaranteed to deliver the transformative outcomes you deserve

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FAQs

What is a Sales MasterCLASS?

A Sales MasterCLASS is a focused sales training course that helps business owners, sales professionals, and teams improve the way they sell. This 12-week MasterCLASS covers mindset, prospecting, qualifying leads, communication, objection handling, negotiation, sales tools, customer service, closing, and follow-up. The goal is to create a more structured and repeatable sales process.

Do I need previous sales experience?

No, you do not need previous sales experience to join the Sales MasterCLASS. The course starts with mindset, professionalism, and the basics of the sales process before moving into more detailed skills. It can help people new to sales, business owners who sell personally, and experienced sales professionals who want to improve their sales performance.

Are the Sales MasterCLASS training sessions live?

Yes, the Sales MasterCLASS includes weekly facilitated sessions. Video content is used to complement your learning, but the course is not only pre-recorded. The live sessions give participants a chance to ask questions, discuss course content, review action steps, and connect the training to real sales opportunities.

Does the Sales MasterCLASS course cover prospecting and lead qualification?

Yes, the course covers prospecting, targeting, and lead qualification. Participants learn how to identify suitable prospects, prioritize opportunities, manage a pipeline, ask better questions, and avoid spending too much time on poor-fit leads. These skills help create a stronger path from first contact to closing deals.