Sales Fundamentals - Selling Smarter

TRAINING COURSE

Details Audience and Pre-Requisites Course Outline / Curriculum Schedule Dates and Booking Enquiry

Details

Build Confidence. Close Deals. Drive Growth.

Course Description:
This practical 2-day workshop equips aspiring and early-career sales professionals with essential tools and strategies to succeed in today's competitive sales environment. Whether you're new to sales or looking to refresh your approach, you'll gain a solid understanding of the sales process, communication techniques, and marketing alignment needed to convert leads into loyal customers. Through hands-on activities and real-world scenarios, you'll learn how to sell with purpose, clarity, and confidence.

By the end of this dynamic 2-day course, you will be able to:

  • Understand the sales process and what drives customer decisions

  • Master the art of cold calling, warm introductions, and elevator pitches

  • Communicate value with confidence and clarity

  • Apply proven techniques to build rapport, handle objections, and close deals

  • Align sales efforts with marketing strategy and customer needs

  • Identify your Unique Selling Proposition (USP) and craft a strong mission statement

  • Set focused sales goals and develop a personal action plan

  • Avoid common mistakes and sharpen your sales effectiveness

Delivery Methods

Delivery Method Duration
Classroom
Instructor-led classroom-based training. Classes are scheduled at various conference centres in the Sandton area or your premises. Stationary and printed manuals or online resources are included. Refreshments, including 2 tea breaks and a cooked meal for lunch are provided. Training is between 9 am to 4 pm.
Classroom
2 Day Get a Quote
Live Virtual Training
This course is delivered live via Microsoft Teams. You will be able to see and hear the instructor, view their whiteboard, and ask questions or communicate in the chat. Attend from the comfort of your own home or private office.
Live Virtual Training
2 Day Get a Quote

Discounts Available

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

Brochure:

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Information may change without notice.

Audience

  • New or aspiring sales professionals
  • Junior sales representatives or account executives
  • Entrepreneurs and small business owners
  • Customer service staff transitioning into sales roles
  • Marketing professionals wanting to understand the sales process
  • Business development support staff
  • Anyone seeking to build confidence in selling and client engagement
  • Team members responsible for lead generation, upselling, or client retention

Pre-Requisites

  • No formal sales experience required
  • Basic communication and interpersonal skills
  • A willingness to engage in role-plays and group activities
  • An interest in customer interaction or business development
  • Literacy and numeracy at approximately NQF Level 4 (equivalent to Grade 12)

Optional but beneficial:

  • Exposure to customer-facing environments or marketing roles
  • A personal or professional sales goal to work toward during the course

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

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