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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 knowledge of the sales cycle

  • Participants will gain practice in key sales techniques of:

    • learning how to cold call

    • handling objections

    • knowing how to communicate effectively

    • learning how to be a great "deal closer"


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


  1. Understanding The Language of Sales

    • Type of sales

    • Common sales approach

  1. The Golden Circle – Understanding Your WHY?

  2. The Sales Cycle

    • Initiate

    • Build

    • Manage

    • Optimize

  1. The Main Reasons People Buy

  2. How Marketing Affects Sales

  3. Defining Marketing

    • Defining your target market

    • Competitive Analysis- SWOT Analysis

    • Marketing Mix

    • Your Unique Selling proposition (USP)

    • Drawing up a Mission statements

  1. Cold Calling

    • Developing a script

    • The warm call

    • The Elevator Pitch

  1. Goal Setting

  2. Communication in Sales

    • Listening Effectively

    • Probing and questioning techniques

    • Summarizing

    • First Impressions

    • Body language

  1. Ice Breakers

  2. Launching Your Presentation

  3. Communicating Value

  4. Dealing With Objections

  5. Closing the Deal

  6. 10 Mistakes Made in Sales

  7. 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 End Date Branch Status  
Mon 12 Apr 2021 Tue 13 Apr 2021 Not Applicable Scheduled

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