Turn More Sales Calls into Sales Results

A Practical Workshop on Mindset, Preparation, Call Execution and Handling Objections

TURN MORE SALES CALLS INTO SALES RESULTS
A Practical Workshop on Mindset, Preparation, Call Execution & Handling Objections
 

DATE: October 5, 2026 (Mon) | Time: 9AM - 12PM
 

TRAINING CONTENT

Successful selling requires more than product knowledge and a good relationship with the customer. 

In this highly practical workshop, sales professionals will examine the mindset and behaviors that distinguish productive selling from simply having good customer conversations. 

Participants will learn a structured approach to preparing for and executing sales calls using the Call Card™, and will put the approach into practice by planning an actual customer call. 

They will also learn and practice the SIJ/Cegos “One Cushion” technique for responding to customer objections constructively while keeping the sales conversation moving forward.

Participants will leave with practical techniques they can apply immediately to their next customer meeting: clearer call objectives, better preparation, more purposeful customer conversations, and greater confidence in handling objections. 

For companies, the workshop provides an opportunity to strengthen the day-to-day execution of their salespeople, not by adding more sales theory, but by giving them a repeatable structure and practical tools they can use in the field. 

The objective is straightforward: better-prepared salespeople, higher-quality customer calls, and more conversations that advance toward a sales result.
 

AGENDA

• Opening: Are we selling, or just having a conversation ?
• The Sales person's mindset
• Why preparation changes sales results
• Introducing the Call Card™
   
• WORKSHOP #1 - Build Your Call Card™
   
• From Call Card™ to customer conversation
• Objections handling: Resistance is part of selling
   
• WORKSHOP #2 - Handling Real Customer Objections - How to
• Putting it together: your next sales call

TRAINER

Katsufumi TONDOKORO
Dynamic Executive Coach and Business Leader with extensive experience spanning financial services, insurance, agribusiness, and leadership development. 
Successfully pioneered Japan’s first English language sales and service team within the non-life insurance sector, demonstrating a forward-thinking mindset and deep cross-cultural expertise. 
In the grain trading sector, achieved top-tier sales results, managing 10% of Hokkaido’s annual soybean harvest (3% of the national yield). 
Recognized as a leading authority on domestic soybean market trends, with insights featured in the Japan Agricultural Newspaper. 
Leveraging over a decade of experience as a Pastor at one of Japan’s largest Protestant churches, developed exceptional interpersonal communication and servant leadership skills. At age 50, transitioned into corporate training and coaching with a leading global human performance training organization, rapidly becoming one of the nation’s highest-performing consultants, trainers, and executive coaches within five years. Served as Executive Coach to the President of the Japan 
subsidiary of a Fortune 500 IT company, contributing to over 20% year on-year business growth. 
Founded Heavenly LLC in 2024, providing executive coaching to senior leaders. Currently serves as Executive Coach to the President of one of 
Japan’s largest zaibatsu-affiliated conglomerates. 
Highly regarded by senior partners at a Big Four global consulting firm as "a master at creating a psychological safe space and an effortless atmosphere for 
high-level dialogue." 
Currently facilitates leadership development, sales training, executive training, and team-building programs for global corporations, delivering seamlessly in both English and Japanese. 

CONTACT

Alice Frantz - Learning & Development Manager
a.frantz@ccifj.or.jp

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