What You’ll Master

• Essential Sales Skills: Prospecting, Presenting, Uncovering Prospects Needs,
  Satisfying Prospects Needs (Features and Benefits), Handling Objections, Closing the
  Sale.
• Essential Soft Skills: Listening Skills, Questioning Skills, Emotional Intelligence

Why you need this workshop?

• Understand the Sales Journey: Know all the essential steps in the sales journey and the importance of “going all the way.”
• Develop Sales Excellence: Learn the traits and habits of top-performing salespeople.
• Goal Setting: Learn how to set effective sales goals that will inspire you to success.

Workshop Curriculum

• How to have a Positive Attitude
• Develop Effective Listening Skills
• Prospecting Techniques
• Uncover the Need (Questions are the answer)
• Satisfy the Need (Features and Benefits)
• Handling Objections
• Close the Sale (Identify “buying signals”; closing techniques)
• After Sales Service

Who Should Attend?

• Salespersons starting off in a sales career.
• Salespersons wanting to brush up on their sales skills.
• Start-up business owners who will also play a role in selling.
• Sales teams.

Workshop Curriculum

• Prospecting and Lead Generation
• Negotiations Skills
• Sales Presentations Skills
•  Advanced Strategies for:
   Overcoming Objections
   Closing the Sale
• Self-Motivation & Goal Setting: Staying Driven and Focused

Who Should Attend?

• Salespersons who want to elevate their basic sales skills and become expert
  salespersons. 
• Sales Managers who want to help their sales teams
• Small Business owners who also play a sales role in their organisations.
• Sales teams who want to integrate advanced sales strategies and techniques into their
  team dynamics.

What You’ll Master

• Authentic Connection: Build real relationships that naturally lead to sales.
• Trust Building: Learn how to earn and maintain customer trust.
• Long-term Value Creation: Develop lasting customer relationships that generate repeat
  business and referrals.

Why you need this workshop?

• The 5-7 Contact Reality: Modern buyers need multiple meaningful interactions before
  committing. Building strong relationships is essential.
• Changed Buying Behavior: Today’s informed customers choose trust over mere
  product quality.
• Competitive Advantage: Products can be replicated, but genuine relationships set you
  apart.
• Lifetime Value: Create loyal customers who advocate for your business long after the
  sale.

Who Should Attend?

• Sales professionals looking to modernize their approach.
• Business owners wanting to boost customer loyalty.
• Account managers aiming to strengthen client relationships.
• Sales teams transitioning to consultative, relationship-focused selling.

Workshop Curriculum

• The Evolution of Sales: Understand how sales has shifted to relationship-driven
  strategies. 
• Building Your Foundation: Set the groundwork for trust and authenticity.
• The Trust Formula: Discover proven methods to build lasting trust with customers.
• Customer Connection Mastery: Master the art of engaging with customers on a deeper
  level.
• Long-term Value: Learn strategies to create ongoing, profitable customer relationship

Who Should Attend?

• Salespersons who want to use their thoughts and emotions to accelerate success
• Sales Managers who want to help their sales teams
• Small Business owners who also play a sales role in their organisations.
• Sales teams who want to support each other by demonstrating Emotional Intelligence

Workshop Curriculum

• Using motivation and emotions to connect with your customers
• The 3 Psychological Steps to Sales Success.
• Invest in Yourself: Six Steps to Success
• The Role of Emotional Intelligence in Sales Success

We cannot escape the fact that the phone is very often still used as a convenient instrument in selling our products and services, as well as selling appointments. The difference between an average sales person and an excellent one will make a significant difference to your sales results.

Consider: if your closing rate (incoming hot leads) improved from 60% to 80%, it translates into more than 30% improvement in your closing rate! Or if your closing rate increased from 10% to 15% (outgoing calls) it means that your closing rate has improved by 50%, and this in turn results in a huge difference to the total sales you bring in.

For example, if you phoned 250 prospects per week (50 per day; 10 per hour for 5 hours per day), and closed 10% (2 sales per 20 calls) at an average of R500, your sales will amount to R12 500. If you improved your closing rate from 2 to 3 sales per 20 calls (which is 50% growth), your sales will soar to R18 750, just by closing one more sale for every 20 calls.

Why you need this workshop?

• “Selling on the Phone” will teach you both the soft skills as well as specific technical selling skills to improve your effectiveness with selling on the phone.
• Learn how to maintain a positive attitude when selling on the phone.

Training Options

• In-person group workshops (max 16 participants).
• One-on-one coaching sessions.
• Custom team training options available.
• Virtual sessions (coming soon).

Who Should Attend?

• Salespersons starting off in a sales career.
• Salespersons wanting to brush up on their sales skills.
• Start-up business owners who will also play a role in selling.
• Sales teams.