The Key To Successful Selling


  • Junior sales specialists, or those contemplating a career in sales
  • Those who already occupy a sales position but lack formal training
  • Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background


By the end of this programme, the participants will be able to:

  • Plan for the sales call
  • Study prospect before the call
  • Prepare the proposal well
  • List of questions that should be addressed
  • Know the maximum, optimum & minimum prices that you can accept


Today in highly competitive market places, sales people need to not only have knowledge of their own products & services, but require an understanding of their clients business & how they can contribute positively to their success. Sales people have to act as advisers, problem solvers & consultants & be able to demonstrate how they can promote growth, profit & enhanced customer satisfaction for their clients’

  • Pre- Call Planning
  • How To Develop The Skills Of Managing A Sales Territory
  • How To Exploit New Areas For Business Through Effective Prospecting & Business Development
  • How To Clarify The Necessity Of Having Clearly Defined Call Objectives
  • Prospecting & Business Development
  • A Review Of Appropriate Plans & Systems
  • An Outline Of A Definite Procedure  For Developing New Business Using The Telephone To Make Appointments
  • Sales Presentation Skills:
  • Emphasizing The Necessity For Using A Planned Approach When In A Face- To – Face Selling Situation
  • Establishing Customer Needs:
  • How To Ask The Right Questions & Not Talk Too Much
  • How To Use Probing Questions & Listen
  • How To Plan Questions
  • Presenting The Sales Case:
  • How To Put The Story Across In Customer Language
  • How To Use Supporting Sales Aids & Demonstrations
  • Answering Customer Objections:
  • Identifying The Most Common Objections, Including ‘‘Price’’, ” I’ll Think About This” Etc & Preparing Answers
  • Closing The Sale:
  • Analysis Of Why Some Salespeople Are Slow To Close
  • Outline & Examples Of Specific Techniques For Closing Including, The Alternative Close, The Assumptive Close, Minor Point Close
  • After The Sale:
  • The Importance Of Delivering What You Promised
  • Building Customer Relations To Ensure Repeat Business
  • The Selling Game:
  • This Session Gives Participants An Opportunity To Practice The Skills Acquired On The Course & Involves A Specially Designed Case Study Which Allows Them To Apply Their Skills In A ” Live ” Selling Situation


  • Use Audiovisual Examples, Practical Exercises
  • Case Studies For More Demonstration
  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Role Plays
  • Self- Assessments
  • Variety Of Games
  • Action Plan


"The delegates gave very positive feedback in the course evaluation form. The course was relevant to their jobs, applicable, and they strongly recommended that others take this course"

Sales Manager


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"The empathy and know your customer behind the design of the training is great!"

HR Manager, Strategic Thinking & Planning Course


"I am amazed by the quality of course"

Mr Michael, Supervisory Essentials Course


"Thank you for arranging for me to have this one-on-one class.  I think it was really the best option.  I was very happy with the day."

Ms Helen Redekopp, King Faisal Specialist Hospital & Research Centre - Business Succession Planning Course


Special Offers

SPECIAL OFFER: Book today for Customer Care for Customers With Special Needs Programme and save 30% for in-house programme.

click here

SPECIAL OFFERBook two places and get the third booking on the same course free of charge.

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