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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Practical Consultative Selling
Customer Experience and Sales|3 days|Classroom or live online
This is a hands-on programme. Delegates spend most of the time working through needs analysis and service recovery on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: service recovery is usually the moment that decides whether a customer stays, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with sales forecasting, pipeline management and difficult conversations in their own organisation.
What delegates leave able to do
- Bring sales forecasting into line with current good practice, measured against consultative selling methodology
- Take ownership of pipeline management rather than escalating it
- Explain difficult conversations to someone who does not do the work
- Improve complaint handling within their own organisation
What the course covers
- Needs analysis
- Service recovery
- Sales forecasting
- Pipeline management
- Difficult conversations
- Complaint handling
- Consultative selling
Who should attend
- sales representatives
- service desk staff
- client relationship 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
| 30 Nov to 2 Dec 2026 | Johannesburg | R13 000 |
| 8 to 10 Feb 2027 | Cairo | USD 1 500 |
| 15 to 17 Mar 2027 | Online | USD 900 |
| 3 to 5 May 2027 | Online | USD 900 |
| 14 to 16 Jun 2027 | Durban | R13 000 |
| 19 to 21 Jul 2027 | Johannesburg | R13 000 |
| 30 Aug to 1 Sep 2027 | Pretoria | R13 000 |
| 11 to 13 Oct 2027 | Johannesburg | R13 000 |
| 15 to 17 Nov 2027 | Online | USD 900 |
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)