Diagnostic Sales is a method for sales teams: understand the customer's situation before you recommend anything. It was built inside a real company, by its owner, at the counter and in hiring interviews. Not in a consulting deck.
Miroslav Ćurčić did not design this method as a consultant. He built it after he had to go back behind the counter of his own company. Same product, same market, same price list. Only the conversation changed, and sales went up. Then came the hard part: getting his salespeople to do the same, hiring people who could, and making sure the know-how did not depend on him. Those are the three problems below.
Miroslav had all three in his own company. Most sales teams have at least two.
No packages. No off-the-shelf training. The format comes out of the diagnosis, not before it. We do not sell online courses or training without a prior conversation. We work in English with sales teams across Europe and the Middle East: remotely, and for larger projects in a hybrid format with on-site sessions. How we work with international teams
Free initial conversation. We check whether this approach fits how you work and what you value. If it does not, we say so.
Miroslav talks to your people, listens to real customer conversations, and looks at how hiring, onboarding and decisions actually happen.
Based on what you need, not on what was first asked for. Sometimes the honest answer is that you do not need training, or anything from us.
Sales myths debunked in the book.
Phases in every conversation: Agreement, Root Cause, Choices, Soft Landing.
Applied on the job: workshop, training, pilot group, consulting or software support, in whatever mix the diagnosis shows.
The method
The Sales ARC™ is the operational core. Above it sit the Sales Meta-ARC (the position you lead the conversation from) and the Sales Growth Wheel (who you are as a professional).
01
Agreement and permission to have the conversation.
02
The real cause behind the first request.
03
Two or three real options instead of a catalogue.
04
A decision with a clear next step.
Who it is not for
If your product or service is knowingly not in the customer's best interest, Diagnostic Sales is not for you. It is not a way to sell a bad offer more skilfully. That is why the first conversation checks whether our values fit, not only what your team needs.
The author
Entrepreneur, agile coach and trainer. More than twenty years at the intersection of sales, technology and organisational systems.
He built Diagnostic Sales while running his own company and training his own salespeople. Not as a consulting project.
The book
A professional framework for better decisions in the age of AI. Serbian edition: Mikro knjiga, 2026.
FAQ
Diagnostic Sales™ is a sales method and training approach developed by Miroslav Ćurčić. Salespeople first understand the customer's real problem and its root cause, then help the customer choose, using the four-phase Sales ARC™.
Owners, CEOs and heads of sales, in B2B and in B2C, wherever a customer's decision has consequences: a wrong choice costs money, time, health or safety. Miroslav works with them in English, remotely or hybrid, across Europe and the Middle East.
Yes. Training the team you already have is the first of the three problems the method addresses. It is built on your own products, customers and real conversations, and it continues on the job so it does not fade.
Candidates are tested on what the job needs rather than on interview charm: a conversation with a simulated customer and learning tasks show whether they ask before they advise.
Questions, decision criteria, product rules and typical cases are moved out of individual heads into a shared system. New people learn from it, experienced people keep it current, and the knowledge stays when someone leaves.
It is free and it is not a sales presentation. You talk about where your team is now and what you want to change, and both sides check whether the approach and values fit. Afterwards Miroslav suggests the next steps, which may not include an offer.
Tell us which of the three problems you have: training, hiring or knowledge. The first conversation is free, it is not a sales pitch, and it shows both sides whether working together makes sense.
