The Heart of Sales – Workshop

The Heart of Sales – Workshop
  • 30th January 2018
    08:30 - 15:45

Effective sales and customer service training is crucial for any business whether you are selling a product or rendering a service – before going out to call on customers or deal with them over the counter. The sales person should have an understanding of accepted sales techniques like relationship selling and consultative or value-added selling. They should also be familiar with the soft skill on dealing with clients and how to move a sale along and wrap up a deal.

By the end of the course, you will have learned how to:
• Implement effective sales techniques (face to face, telephonic, etc.)
• Ensuring service excellence and value after sales
• Building sales relationships with new and old customers
• Closing sales deals

Course content:
Introduction to sales: The role of the sales person

The sales process – Prospecting and Preparation
• Selling in desperate times
• Steps to differentiation

Communication skills in sales – Managing first Impressions
• Body language
• Telephone and email etiquette
• Positive communication
• Must-ask sales questions
• Careful listening
• How to prepare an effective quotation
• Sales database

Understanding customer needs and expectations
• Motivating the customer to action
• Negotiating skills
• Problem solving

Selling features and benefits through purpose, value and passion
• The selling equation
• Forming strong relationships
• Traits and trust

Recognising buying signals
• Handling objections effectively
• Closing the sale
• Feedback and follow through

Post mortem
• Effects of losing a sale

Who should attend this course:
This course is suitable for all staff dealing directly with customers

Event organiser: Helga Smit on 021 402 4300 or email

Speaker profile:
VETTA Communication (Pty) Ltd is not just a training company. They area a dynamic company that services specific training and development needs of small, medium and large business – form a wide selection of leading-edge courses and products with a strong focus on experiential value, sustainability and return-on-investment.

Offering over 60 essential courses (accredited and non-accredited) for more than 18 years, they are in the business of maximising and sustaining the value of human resources.

VETTA workshops are all about ensuring lasting solutions.



Venue Phone: 0214024300

33 Martin Hammerschlag Way, Foreshore, Cape Town, Western Cape, 8001, South Africa