MENTORSHIP & SALES GUIDANCER

We can guide your growth

Sales Done Differently


pRIVATE CHECK IN
1:1

A personalised guidance tailored with your unique strengths and leadership style.

With a customized approach, you'll receive targeted feedback and strategies to enhance your leadership skills effectively.

By honing your critical thinking abilities, you'll become adept at weighing options, mitigating risks, and seizing opportunities allowing you to make confident decisions, even in high-pressure scenarios. Lead from an integral, purpose-aligned strategy

  • Develop realistic, creative growth strategies under constraints

  • Talk through approaches

  • Gain support and buy-in by communicating vision with influence and presence

  • Learn to prioritize and delegate without guilt or fear of letting go

  • Become a catalyst for change

  • Speak truth in complex environments without fear - Candidness


tEAM gROWTH

  • Align goals: Set shared commercial objectives across sales, delivery, and finance.

  • Keep aligned: Hold routine check-ins and track deals in one shared system.

  • Set decision roles: Define clear approval authority for pricing and terms to avoid delays.

  • Use playbooks: Standardize templates, scripts, and playbooks to close deals faster.

  • Assess risk early: Involve legal and delivery during proposal development to catch issues early.

  • Decide with data: Use win/loss data and pricing performance to focus on high-win deals.

  • Set commercial limits: Give sales approved discount limits and escalation paths to control risk.

  • Focus on value: Write contracts that foster long-term renewals and upsells.

  • Train together: Run joint workshops to build negotiation skills across teamsWe collaborate with teams to improve approaches to sales

To achieve the best sales outcomes and contract success, our team will:

  • Adopt a shared-goal mindset: align sales, delivery and finance around clear commercial and customer objectives from the outset.

  • Keep communication continuous and structured: establish regular cross-functional check-ins and a single source of truth for deal status, risks and action items.

  • Define roles and decision authority: clarify who owns pricing, concessions, contract terms and approvals to speed decisions and avoid rework.

  • Standardise and reuse proven assets: use templated contract clauses, sales playbooks and negotiation scripts to reduce cycle time and maintain consistency.

  • Integrate risk assessment early: involve legal and delivery during proposal development to identify operational constraints and liability exposures before commitments are made.

  • Use data to guide choices: track win/loss reasons, pricing performance and contract exceptions to refine playbooks and prioritise high-probability deals.

  • Build commercial flexibility with guardrails: design approved concession bands, escalation paths and fallback terms so reps can close deals without exceeding risk tolerances.

  • Focus on customer outcomes: craft contracts that increase renewal and upsell potential.

  • Train and coach collaboratively: run joint workshops and deal reviews so teams share learnings, improve negotiation skills and apply best practice.


iN sITU SALES

yOUR WORKSPACE yOUR LINGO

  • Create a strategic prospecting or targeted plans

  • Confident commercial conversations

  • Gain commitment with your objectors

  • Objection-handling like an expert

  • Learn body language techniques

  • Competent Questioning

  • Closing sales effectively

  • Listening techniques to have a purposeful discussion

  • Adapt the sales process

  • Become a trusted advisor and attain ultimate client status

  • Understand sales psychology

Choose your pathway

We look forward to working with you, your team, and improving your results.

Sales is helping your client make an informed decision built on trust

team mentorship

We collaborate with teams to improve approaches to sales

Mentoring provide

s , personalized guidance tailored to your unique strengths, weaknesses, and leadership style.

With a customized approach, you'll receive targeted feedback and strategies to enhance your leadership skills effectively.

By honing your critical thinking abilities, you'll become adept at weighing options, mitigating risks, and seizing opportunities Allowing you to make confident decisions, even in high-pressure scenarios.

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  • Create a strategic prospecting or targeted plans

  • Create a confident first impression

  • Gain commitment with your objectors, the most difficult client

  • Objection-handling like an expert

  • Learn body language techniques

  • DISC Profiling

  • Competent Questioning

  • Closing sales effectively

  • Listening techniques to have a purposeful discussion

  • Learn the sales call process

  • Become a trusted advisor and attain ultimate client status

  • Understand sales psychology

Confidential Check-In
A confidential, high-impact session to keep you on track, challenge your thinking, and provide an experienced commercial sounding board for your key decisions

pulse check

LEAD ON

Success in business isn't just about having the right strategy—it's about communicating it with clarity, confidence, and impact.

Darlene Refalo is the Founder of Kitting Consulting, a Commercial Growth Strategist, Executive Sales Consultant, and qualified psychotherapist with a unique ability to combine commercial expertise with advanced communication and behavioural insight.

This distinctive combination enables Darlene to help business owners, executives, and sales professionals identify hidden commercial gaps, strengthen their strategic thinking, and communicate with greater influence. Whether you're refining a sales pitch, preparing for a high-stakes presentation, leading a team, or developing a growth strategy, Darleen helps you position your message so it resonates with the right audience while remaining authentic to your own communication style.

Her approach goes beyond traditional sales consulting. By understanding how people think, engage, and make decisions, she helps clients build confidence, communicate with purpose, and create stronger commercial outcomes. The result is not only improved sales performance but also more effective leadership, stronger client relationships, and greater influence across every interaction.

Clients work with Darlene as a trusted strategic advisor and confidential sounding board—someone who can challenge ideas, uncover opportunities, refine messaging, and provide practical guidance that leads to measurable results.

Whether your goal is to increase revenue, improve margins, strengthen leadership, enhance your communication, or elevate your commercial strategy, Darleen provides the insight, mentoring, and accountability to help you move forward with confidence.

Find the gap. Refine the message. Build the capability. Deliver results.

W H I T E G A P A N A L Y S I S - DATA

Sales teams can rely on evidenced data to allocate time targeting priority revenue & margin targets.

Time is money

We guide you through your existing transaction history against your entire product & solution matrix.

  • Clarify your product stack offering to customers.

    Identify where best to place your teams time.

  • White-space analysis identifies exact accounts qualified for immediate cross-sell and upsell plays.

  • Qualify targeted CLV opportuinites

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