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069 221 6943

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Innovative Special Projects

Executive and professional training

305 Glenwood Road, Faerie Glen, Pretoria, South Africa

069 221 6943

info@isptrainings.co.za

Consultative Selling for Managers

Customer Experience and Sales|3 days|Classroom or live online

This programme is for the person accountable for the work rather than the person doing it. It covers pipeline management and voice of the customer programmes from the position of someone who must review, approve and answer for the output. Managers carry this because service recovery is usually the moment that decides whether a customer stays, and the accountability does not delegate cleanly. Delegates leave able to work confidently with customer retention, upselling and cross selling and service level design in their own organisation.

What delegates leave able to do

  • Bring customer retention into line with current good practice, measured against recognised service design practice
  • Take ownership of upselling and cross selling rather than escalating it
  • Spot where service level design is failing before it becomes a finding
  • Make a decision about consultative selling without waiting for a specialist

What the course covers

  • Pipeline management
  • Voice of the customer programmes
  • Customer retention
  • Upselling and cross selling
  • Service level design
  • Consultative selling
  • Objection handling

Who should attend

  • customer service managers
  • branch managers
  • sales representatives
  • client relationship managers
  • service desk staff

Fees

South AfricaR13 000
Elsewhere in Africa and the GulfUSD 1 500
Live onlineUSD 900

Per delegate, for the full 3 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

26 to 28 Oct 2026LagosUSD 1 500
30 Nov to 2 Dec 2026JohannesburgR13 000
4 to 6 Jan 2027DurbanR13 000
22 to 24 Feb 2027OnlineUSD 900
5 to 7 Apr 2027PretoriaR13 000
24 to 26 May 2027NairobiUSD 1 500
21 to 23 Jun 2027DubaiUSD 1 500
2 to 4 Aug 2027WindhoekUSD 1 500
13 to 15 Sep 2027WindhoekUSD 1 500
25 to 27 Oct 2027AccraUSD 1 500

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)