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We are open for classroom training with strict Covid-19 Level 1 protocols in place.


This workshop is essential for any person involved in selling a product or service. It will give participants a basic and thorough understanding of the sales process, plus some practice in basic sales tools so that they can use these tools to seal the deal, no matter what the size of the sale. This course is highly practical and role playing of various sales scenarios will be used in a safe, fun and supportive environment.

The objectives of this course are:

  • Participants will gain confident in their knowlegde of the sales cycle
  • Participants will gain practice in key sales techniques of:
    • learning how to coldcall, 
    • handling objections,
    • knowing how to communicate effectively and
    • learning how to be a great "deal closers".


Delivery Methods

Delivery Method Duration Price (excl. VAT)
Fulltime 2 Day R 4,598.00
Webinar 2 Day R 3,698.00

Discounts Available

Save up to 10% by booking and paying 10 business days before the course.


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Information may change without notice.



  • Sales Representatives and Consultants

  • Account Managers and Executives

  • Business Development Managers



Some sales experience is beneficial but not compulsory.  Delegates need to have had a number of years' work experience.

Course Outline / Curriculum

 Understanding The Language of Sales

  • Type of sales
  • Common sales approach

 The Golden Circle – Understanding Your WHY?

 The Sales Cycle

  • Initiate
  • Build
  • Manage
  • Optimize


The Main Reasons People Buy

How Marketing Affects Sales

Defining Marketing


  • Defining your target market
  • Competitive Analysis- SWOT Analysis

  • Marketing Mix

  • Your Unique Selling proposition (USP)

  • Drawing up a Mission statements

Cold Calling

  •  Developing a script
  • The warm call
  • The Elevator Pitch

Goal Setting

Communication in Sales

  • Listening Effectively
  • Probing and questioning techniques
  • Summarizing
  • First Impressions
  • Body language

 Ice Breakers

 Launching Your Presentation

 Communicating Value

 Dealing With Objections

 Closing the Deal

 10 Mistakes Made in Sales

 Cross Selling and Value Added Selling





Schedule Dates and Booking

To apply for a booking, click on the relevant "Book Now" button below.
Note: places are only fully secured once payment has been made.

Start Date Branch  
Thu 19 Nov 2020 Woodmead