The Sales Institute · Specialist Course

Professional Selling

How to find new customers and close more sales

Duration

12 Hours

Format

Cohort-based

Delivery

On-site/virtual

Programme includes

6 practical modules with real-world application
Cohort-based learning alongside industry peers
On-site, virtual, or blended delivery
Tailored to your team's specific context
Sales Institute certificate of completion

Cape Town · Johannesburg · Durban

12 hours

Across 6 practical modules

Cohort-based learning

Learn alongside peers from your industry

On-site or virtual

Flexible delivery across South Africa

Sales and Business development professionals

Tailored for your role and context

"Based on best practices applied by the world’s most successful sales teams, learn how to make more sales, more easily and with less stress."

Programme structure

Programme overview

Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.

Plan

Shows participants how to adapt their sales process, choose target markets, build a core sales message and define strategy and tactics.

Engage

Focuses on earning the appointment through research, effective emails, LinkedIn, phone outreach and personal video.

Align

Builds the meeting skills needed to create rapport, diagnose needs, structure the conversation, tailor the solution and agree next steps.

Present the solution

Shows how to present to decision makers with storytelling, urgent proposals, business cases and language that influences action.

Close the sale

Develops closing conversations that use positive language, secure commitment, manage negotiations and handle specific objections.

Maintain the momentum

Focuses on keeping service levels high, asking for references, managing time and improving the sales cycle to uncover new opportunities.

What you will be able to do

Six outcomes. Ready to use on Monday.

Plan: Have a clear strategy, value proposition and engagement plan.

Engage: Leverage the phone, e-mails, social selling and other channels to secure a meeting.

Align: Build rapport, ask the right questions and really listen to responses. Get commitment to evaluate.

Evaluate: Tailor the solution to your customer’s industry, business, job requirements and specific needs.

Close the sale: Focus on outcomes and financial impact. Make it as easy as possible to buy.

Maintain momentum: Measure returns, continue to deliver value and identify new opportunities.

Is this programme for you?

Who should attend

Sales professionals and business development reps who need to prospect for new business as well as grow revenue with existing customers.

The tools you provided have really helped me approach potential prospects more easily. I have far more customer appointments than I used to.

Financial Advisor, Sanlam