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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

Fundamentals of Consultative Selling

Customer Experience and Sales|2 days|Classroom or live online

Fundamentals of Consultative Selling is built for delegates who need to be useful in this area quickly. It starts at first principles and works through negotiation in sales and key account management without assuming prior specialist training. The programme exists because service recovery is usually the moment that decides whether a customer stays, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with needs analysis, complaint handling and service recovery in their own organisation.

What delegates leave able to do

  • Take ownership of needs analysis rather than escalating it, measured against the Consumer Protection Act
  • Spot where complaint handling is failing before it becomes a finding
  • Explain service recovery to someone who does not do the work
  • Put difficult conversations on a footing they can defend to a reviewer

What the course covers

  • Negotiation in sales
  • Key account management
  • Needs analysis
  • Complaint handling
  • Service recovery
  • Difficult conversations
  • Upselling and cross selling

Who should attend

  • service desk staff
  • key account managers
  • client relationship managers
  • sales managers

Fees

South AfricaR10 000
Elsewhere in Africa and the GulfUSD 1 100
Live onlineUSD 900

Per delegate, for the full 2 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 3 Nov 2026KigaliUSD 1 100
30 Nov to 1 Dec 2026DubaiUSD 1 100
4 to 5 Jan 2027PretoriaR10 000
8 to 9 Feb 2027DubaiUSD 1 100
15 to 16 Mar 2027Dar es SalaamUSD 1 100
3 to 4 May 2027JohannesburgR10 000
14 to 15 Jun 2027OnlineUSD 900
26 to 27 Jul 2027JohannesburgR10 000
6 to 7 Sep 2027LusakaUSD 1 100
4 to 5 Oct 2027HarareUSD 1 100
1 to 2 Nov 2027JohannesburgR10 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)