Print this page or save it as a PDF to circulate internally.
Back to the course
Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Advanced Consultative Selling
Customer Experience and Sales|5 days|Classroom or live online
This advanced programme assumes delegates already work in the field. It goes past the basics into voice of the customer programmes, sales forecasting and the judgement calls that sit outside consultative selling methodology. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with negotiation in sales, objection handling and difficult conversations in their own organisation.
What delegates leave able to do
- Improve negotiation in sales within their own organisation, measured against consultative selling methodology
- Put objection handling on a footing they can defend to a reviewer
- Make a decision about difficult conversations without waiting for a specialist
- Explain needs analysis to someone who does not do the work
What the course covers
- Voice of the customer programmes
- Sales forecasting
- Negotiation in sales
- Objection handling
- Difficult conversations
- Needs analysis
- Service level design
Who should attend
- customer service managers
- branch managers
- client relationship managers
- contact centre team leaders
- service desk staff
Fees
| South Africa | R18 000 |
| Elsewhere in Africa and the Gulf | USD 1 800 |
| Live online | USD 900 |
Per delegate, for the full 5 days. Covers tuition, course materials and refreshments. Excludes travel and accommodation. South African courses carry VAT at 15%; on deliveries outside South Africa the VAT position is confirmed on the quotation, because it depends on where your organisation is registered.
Scheduled dates
| 2 to 6 Nov 2026 | Cape Town | R18 000 |
| 18 to 22 Jan 2027 | Pretoria | R18 000 |
| 22 to 26 Feb 2027 | Cape Town | R18 000 |
| 5 to 9 Apr 2027 | Johannesburg | R18 000 |
| 17 to 21 May 2027 | Gaborone | USD 1 800 |
| 28 Jun to 2 Jul 2027 | Kampala | USD 1 800 |
| 16 to 20 Aug 2027 | Pretoria | R18 000 |
| 4 to 8 Oct 2027 | Online | USD 900 |
| 22 to 26 Nov 2027 | Pretoria | R18 000 |
Dates are the published schedule at the time this page was printed. We also run this programme on request, and in-house for a full team.
How to book
Call 069 221 6943 or email info@isptrainings.co.za with the date and the number of delegates. We reply with a written quotation and an invoice. A registration is not a confirmed booking until we confirm it in writing.
Innovative Special Projects|Monday to Friday, 08:00 to 18:00 (SAST)