Duration
2 full days, face to face
Format
Three phases: assessment, 2-day workshop and optional 1:1 NOVA debrief
Cohort size
Agreed at scoping
Language
Bilingual delivery
Overview
Why this workshop
This program is designed for sales teams who need to move beyond product pitching into more consultative, client-centered selling.
NOVA gives participants a practical and memorable language to understand themselves and others: behavioral style, natural versus adapted style, motivations, communication style, cognitive preferences, the ability scale and a dedicated sales lens.
The workshop also uses a four-stage questioning journey inspired by major-sales research, moving from the client's context to their concerns, to the consequences of inaction, to the value of moving forward.
Enquire
Bring this workshop to your team
Tell us about your team, goals and preferred dates and we will propose a tailored NOVA journey.
Assessment
NOVA Personal Profile and optional 1:1 NOVA debrief
Send an enquiryLearning outcomes
What participants will be able to do
01
Self-awareness: know how you naturally sell and where you add the most value
02
Client insight: recognize how different clients think, decide and respond
03
Consultative communication: use sharper questions and more tailored communication
04
Sales progression: turn better conversations into stronger next-step commitment
05
Sharper client diagnosis, more adaptive communication and stronger value conversations
Target audience
Who this workshop is for
Every cohort is tailored to your teams and the real situations they face at work.
Sales consultants and senior property advisors
Sales supervisors and sales managers
Format and duration
How the learning journey works
Phase 1
Assessment
Participants complete the NOVA assessment before the workshop.
Phase 2
Two-day workshop
A practical sales lab built around the client's real-world context: first inquiry calls, project presentations, investor and family buyers, upgrade and downsize decisions, objection handling and next-step commitment.
Phase 3
Optional 1:1 NOVA debrief
An individual debrief session after the workshop to convert insight into a personal action plan.
Workshop outline
Session by session
Day 1
Opening and sales challenge launch
Kick-off, team formation, game rules and scoreboards
Day 1
NOVA foundations for sales
The four colors, natural versus adapted style and motivations, and why they matter in selling
Day 1
Your natural sales style
Competitive, charming, understanding or technical
Day 1
Your sales strengths and risks
What builds trust, what reduces effectiveness and what happens under pressure
Day 1
Reading clients in color
Fast versus calm buyers, direct versus relational buyers, detail versus vision buyers
Day 1
Communication that fits the buyer
Tone, pace, detail, reassurance, proof, warmth and structure
Day 1
Discovery questions that work
The four-stage questioning journey: context, concerns, consequences, value
Day 2
Recap and leaderboard
Refresh key learning and re-energize teams
Day 2
From interest to real need
Move from just exploring to a clear buyer need
Day 2
Buyer motivations in real estate
ROI, comfort, prestige, certainty, beauty and belonging
Day 2
Presenting value, not features
Translate project features into buyer value by personality and motive
Day 2
Objection handling by buyer style
Price, trust, timing, location, financing and family hesitation
Day 2
Securing the right next step
Visit, shortlist, document review, family meeting or follow-up meeting
Day 2
Grand final: Sales Arena
A full end-to-end sales activity with judges and scoring
Facilitators
Meet your facilitators
Keep exploring
More NOVA-powered workshops
NOVA MENA · Vigor Enterprise
Ready to bring NOVA to your team?
Share your goals, group size and preferred dates and our team will design the right journey with you.
