Fundamentals of Negotiation for Sales

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

Fundamentals of Negotiation for Sales is built for delegates who need to be useful in this area quickly. It starts at first principles and works through telephone and contact centre skills and pipeline management without assuming prior specialist training. The programme exists because customer complaints are logged far more often than they are analysed, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with upselling and cross selling, key account management and customer journey mapping in their own organisation.

What delegates leave able to do

Bring upselling and cross selling into line with current good practice, measured against recognised service design practice
Explain key account management to someone who does not do the work
Improve customer journey mapping within their own organisation
Make a decision about consultative selling without waiting for a specialist

What the course covers

Telephone and contact centre skills
Pipeline management
Upselling and cross selling
Key account management
Customer journey mapping
Consultative selling
Service level design

Who should attend

sales managers
client relationship managers
key account managers
service desk staff

Fees

South Africa	R10 000
Elsewhere in Africa and the Gulf	USD 1 100
Live online	USD 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

26 to 27 Oct 2026	Dubai	USD 1 100
25 to 26 Jan 2027	Durban	R10 000
8 to 9 Mar 2027	Harare	USD 1 100
5 to 6 Apr 2027	Durban	R10 000
3 to 4 May 2027	Cape Town	R10 000
31 May to 1 Jun 2027	Pretoria	R10 000
12 to 13 Jul 2027	Online	USD 900
23 to 24 Aug 2027	Dar es Salaam	USD 1 100
4 to 5 Oct 2027	Cape Town	R10 000
15 to 16 Nov 2027	Johannesburg	R10 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)