Although the definition of a sale is straightforward, the process of turning potential customers into buyers is more complex. It involves convincing someone with an interest that there is something valuable in making their interest concrete, something worth spending their hard-earned money on.

This 1-day workshop will teach participants a fundamental sales process, along with essential sales tools, to help them close deals, regardless of the sale’s size. Participants will build confidence, learn cold calling techniques, handle objections, and master the art of closing. The workshop includes role-playing sales scenarios in a safe and fun environment, offering practical experience.

1 Day

R2500 per delegate (VAT inclusive)

• Onsite: Instructor-led training in Johannesburg
• Online: Live virtual sessions

This workshop is perfect for:

• Sales Representatives and Consultants
• Account Managers and Executives
• Business Development Managers

Understanding the Language of Sales

• Types of sales

• Common sales approaches

The Golden Circle – Understanding Your WHY

• Why understanding your purpose drives sales

The Sales Cycle

• Initiate

• Build

• Manage

• Optimize

The Main Reasons People Buy

• Understanding what drives purchasing decisions

How Marketing Affects Sales

• Defining marketing and its role in sales

• Defining your target market

• Competitive analysis: SWOT analysis

• Marketing mix and your unique selling proposition (USP)

• Crafting a mission statement

Cold Calling

• Developing a cold calling script

• Warm calls vs cold calls

• Crafting the perfect elevator pitch

Goal Setting

• Setting and tracking sales goals

Communication in Sales

• Listening effectively

• Probing and questioning techniques

• Summarizing conversations

• Making a great first impression

• Understanding body language

Ice Breakers

• Techniques to engage clients early

Launching Your Presentation

• How to present effectively

Communicating Value

• Showcasing your product/service’s value

Dealing with Objections

• Addressing concerns and turning objections into opportunities

Closing the Deal

• Techniques for sealing the deal

10 Mistakes Made in Sales

• Common pitfalls and how to avoid them

Cross-Selling and Value-Added Selling

• Expanding the sale and providing extra value

Includes:

• Comprehensive manual
• Certificate of attendance
• Notepad & pen
• Professional training venue with delicious lunch, teas, and refreshments
• In-house Training (available if required)