How to sell the way people buy
6 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 9 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context. If you have attended a Sales Institute foundational sales workshop, you can do this course too.
Seven modules covering the full channel management lifecycle, from fundamentals through to strategic influence.
Focuses on personal performance by connecting motivation, goal setting, mental preparation and a practical personal mastery action plan.
Shows participants how to identify target customers, build an engagement strategy and manage their time and resources around a clear sales plan.
Introduces how buyers think and how persuasive language, modern prospecting and influence principles can shape an effective sales message.
Covers meeting preparation, buying decisions, rapport, likeability and how to introduce yourself and your company in a customer-centred way.
Develops advanced listening by focusing on non-verbal cues, sensory preferences, metaprogrammes and active listening techniques.
Shows how to use layered questions to redirect attention, encourage disclosure and uncover deeper customer information.
Explains how voice, non-verbal behaviour, energy and belief statements can influence a buyer’s emotional state.
Shows how to communicate the solution through future pacing, pain-solution framing, anchoring and persuasive value proposition language.
Develops final commitment strategies that create urgency without pressure, handle objections and ask for the buying decision at the right moment.
According to a recent study done by Cranfield University, only 9.1% of sales meetings result in a sale. One of the main reasons for this is that salespeople are not properly equipped to deal with changing market conditions. Traditional sales techniques are out-dated and, in some cases, blocking the sale.
This course will show you how to boost your sales effectiveness by applying scientific breakthroughs in our understanding of human behaviour and how we make buying decisions.
The workshop is designed for experienced salespeople or those who have attended one of our foundational sales workshops
I learnt a whole different approach than the normal traditional selling methods.
