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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Managing Consultative Selling
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 difficult conversations and proposal writing from the position of someone who must review, approve and answer for the output. Managers carry this because customer complaints are logged far more often than they are analysed, and the accountability does not delegate cleanly. Delegates leave able to work confidently with customer journey mapping, upselling and cross selling and key account management in their own organisation.
What delegates leave able to do
- Make a decision about customer journey mapping without waiting for a specialist, measured against consultative selling methodology
- Take ownership of upselling and cross selling rather than escalating it
- Improve key account management within their own organisation
- Put objection handling on a footing they can defend to a reviewer
What the course covers
- Difficult conversations
- Proposal writing
- Customer journey mapping
- Upselling and cross selling
- Key account management
- Objection handling
- Service recovery
Who should attend
- client relationship managers
- sales representatives
- service desk staff
- key account managers
- branch managers
Fees
| South Africa | R13 000 |
| Elsewhere in Africa and the Gulf | USD 1 500 |
| Live online | USD 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
| 23 to 25 Nov 2026 | Durban | R13 000 |
| 4 to 6 Jan 2027 | Windhoek | USD 1 500 |
| 8 to 10 Feb 2027 | Cape Town | R13 000 |
| 22 to 24 Mar 2027 | Lagos | USD 1 500 |
| 26 to 28 Apr 2027 | Johannesburg | R13 000 |
| 7 to 9 Jun 2027 | Pretoria | R13 000 |
| 19 to 21 Jul 2027 | Cape Town | R13 000 |
| 30 Aug to 1 Sep 2027 | Pretoria | R13 000 |
| 18 to 20 Oct 2027 | Dar es Salaam | USD 1 500 |
| 15 to 17 Nov 2027 | Kigali | USD 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)