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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Practical Negotiation for Sales
Customer Experience and Sales|3 days|Classroom or live online
This is a hands-on programme. Delegates spend most of the time working through upselling and cross selling and telephone and contact centre skills 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 key account management, needs analysis and pipeline management in their own organisation.
What delegates leave able to do
- Explain key account management to someone who does not do the work, measured against consultative selling methodology
- Bring needs analysis into line with current good practice
- Spot where pipeline management is failing before it becomes a finding
- Review customer retention and say plainly whether it is working
What the course covers
- Upselling and cross selling
- Telephone and contact centre skills
- Key account management
- Needs analysis
- Pipeline management
- Customer retention
- Consultative selling
Who should attend
- key account managers
- service desk staff
- contact centre team leaders
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
| 19 to 21 Oct 2026 | Kampala | USD 1 500 |
| 23 to 25 Nov 2026 | Nairobi | USD 1 500 |
| 4 to 6 Jan 2027 | Durban | R13 000 |
| 1 to 3 Feb 2027 | Online | USD 900 |
| 22 to 24 Mar 2027 | Nairobi | USD 1 500 |
| 3 to 5 May 2027 | Online | USD 900 |
| 31 May to 2 Jun 2027 | Cape Town | R13 000 |
| 19 to 21 Jul 2027 | Johannesburg | R13 000 |
| 6 to 8 Sep 2027 | Nairobi | USD 1 500 |
| 18 to 20 Oct 2027 | Dubai | USD 1 500 |
| 29 Nov to 1 Dec 2027 | Cairo | 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)