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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 knowlegde of the sales cycl
  • 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".


Base Cost


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  I will book and pay 10 business days before the course (less $45.98)


If you are currently resident in South Africa you will need to pay VAT at 15%.


2 Day


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Information may change without notice.

Delivery Method

Instructor Led classroom based training. Scheduled classes are normally held in Woodmead - near to Sandton in Johannesburg, Gauteng, South Africa. Stationary and textbook included. Refreshments, including 2 tea breaks and a cooked meal for lunch are provided. Contact hours are between 9am to 4pm.



  • 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 Duration  
Thu 13 Feb 2020 Woodmead 2 Day Book Now
Thu 19 Mar 2020 Woodmead 2 Day Book Now
Thu 21 May 2020 Woodmead 2 Day
Thu 23 Jul 2020 Woodmead 2 Day
Thu 17 Sep 2020 Woodmead 2 Day
Thu 19 Nov 2020 Woodmead 2 Day