This 2-day workshop takes a comprehensive approach to sales training, offering both foundational knowledge and advanced techniques to help participants become more effective sales professionals. The course covers everything from the basics of prospecting and qualifying leads to advanced strategies like consultative selling and the psychology of sales. Participants will learn how to handle objections, close deals with confidence, and adapt their approach based on client needs. The course also includes a non-threatening Psychometric Assessment to help tailor the sales approach to different personality types.

2 Days

R5000 per delegate (VAT inclusive)

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

This workshop is ideal for:

• Sales Representatives and Consultants
• Account Managers and Executives
• Business Development Managers
• Anyone looking to refine and master their sales skills

By the end of this workshop, participants will:

• Master the sales process from prospecting to closing

• Learn to apply consultative selling techniques for long-term relationships

• Understand the psychology behind sales and use it to tailor their approach

• Improve communication, objection handling, and closing strategies

Course Outline – Topics to Be Covered

1. Understanding the B2B Sales Landscape

   • An overview of the B2B sales environment and key dynamics

2. Applying a Consultative Approach

   • Understanding the consultative sales approach and its benefits

3. Importance of Relationship Building

   • Working with long-term sales cycles

   • Establishing long-term partnerships

   • Building trust and credibility

4. Brain Profile Analysis and How It Affects the Sales Environment

   • Knowing yourself: Interpreting your own Brain Profile Analysis

   • Knowing your customer: Understanding your client’s Brain Profile

5. Unique Selling Proposition (USP)

   • Crafting a compelling value proposition

   • Differentiation and competitive analysis

   • Analyzing competitors and distinguishing your offering

6. Preparation is Key

   • Importance of preparation in closing successful deals

7. The Skill of Making Effective Small Talk

   • Building rapport and starting conversations confidently

8. Effective Communication Strategies

   • Communication in Sales: Techniques for clear and persuasive communication

   • Mastering the Art of Active Listening

   • Probing Question Techniques: Uncovering the client’s needs through effective questioning

   • Clarifying & Summarizing

   • Understanding Non-Verbal Communication: The power of body language

   • Adapting communication styles for different stakeholders

9. Making Your Pitch

   • How to articulate features and benefits

   • Cross Selling and Value-Added Selling: Techniques for expanding the sale

10. Handling Objections

• Anticipating and overcoming common objections

• Overcoming the price objection

• Turning objections into opportunities

• Knowing your “hot buttons” and preventing them from sabotaging the deal

11. Closing the Deal Effectively

• Techniques for confidently closing the sale

12. Common Mistakes Made in Sales

• Identifying and avoiding common pitfalls in the sales process

13. Scenarios and Role Plays

• Practical role-playing exercises to simulate real-life sales situations

14. Bringing It All Together…Call to Action

• Reinforcing key concepts and action plans for immediate implementation

Includes:

• Comprehensive manual
• Certificate of attendance
• Notepad & pen
• Professional training venue with lunch, teas, and refreshments
• Onsite Training at client’s venue or In-house training (Johannesburg)