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Sales Fundamentals - Selling Smarter



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

Leading Training is focusing on providing virtual training courses for the foreseeable future and will only consider in-person and classroom training on request, with a required minimum group size of six delegates. We remain committed to offering training that is fast, focused and effective.

Delivery Method Duration Price (excl. VAT)
Classroom 2 Day ZAR 5,500.00 Get a Quote
Live Virtual Training 2 Day ZAR 4,500.00 Get a Quote

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

There are currently no scheduled dates.

Please note that this course needs a minimum of 6 delegates to schedule a course. You can choose to be added to the waiting list by clicking the button below, and we will contact you when we have enough delegates interested. Should we not get enough delegates, we will refund or credit your paid booking.

Add me to the waiting list

Should you need this course urgently, the following options are available:

  1. Pay for 6 delegates (whether you have them or not) and we will schedule the course as soon as possible.
  2. If you have fewer delegates and cannot pay for 6, we can negotiate a shortened course where some of the time will be spent in blended learning - watching videos and doing tutorials and exercises with some contact time with the trainer. We would want to discuss what your core needs are so that we cover those aspects. You need to have paid for 3 delegates at least.
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