Looking for sales training in Johannesburg

You’re on this page for a reason, right? You want to close more deals more consistently and start earning real money for both your organisation and you.

You know you’ve got it in you to make it in the sales business, but something is not working because you’re just can’t seem to hit the target set for you by your sales manager.

Don’t worry, you’re not alone. Statistically, most sales people only hit 42% of their target each year. And, according to Lynette Ryals and Iain Davies in the December 2010 Harvard Business Review, only 9.1% of sales meetings result in a sale and just 1 out of 250 salespeople exceed their targets.

That being said, there is still hope. Salespeople don’t make target for a various reasons – three of the main being a poor attitude, no system and no training.

We can’t teach you attitude (you’re either going to love selling or you’ll be weighed down by the thought of selling), but we can teach you how to sell properly in the 21st Century.

This is where The Architecture of Selling comes in. It’s a field-tested sales process that will help you crack the code so that you can become an exceptional sales professional bringing real return on investment for your organisation.

Customised In-House Sales Course

The 1-day course can be run for your organisation (10 or more delegates). It will be customised to your sales team’s particular challenges because I’ll spend a day in the field with you, your sales manager so that I can come to grips with the exact problems that are holding you back.

Public Sales Training Workshop

If there are only one or two sales people in your organisation, then the public course is the way to go. You’ll get the same powerful teachings. Understandably, it just won’t be customised. Check out the training calendar for the next public sales training course. The investment is R1 897 per delegate (this includes the manual and all refreshments).

Next public sales training workshop in Johannesburg

April 18 – Sunnyside Park Hotel – 09h00 – 16h00
May 9 – Sunnyside Park Hotel – 09h00 – 16h00
June 13 – Sunnyside Park Hotel – 09h00 – 16h00
July 11 – Sunnyside Park Hotel – 09h00 – 16h00
August 8 – Sunnyside Park Hotel – 09h00 – 16h00
September 12 – Sunnyside Park Hotel – 09h00 – 16h00
October 10 – Sunnyside Park Hotel – 09h00 – 16h00
November 14 – Sunnyside Park Hotel – 09h00 – 16h00

What delegates said about The Architecture of Selling course held on 24 February 2011:

• It was a great course. It’s great to see that you know your product very well. – Sue Mokgothu, Aero City Travel
• Very helpful and will definitely improve my sales skills. – Lorraine Clinton, Club Travel
• Very informative. I will immediately be able to implement what I have learned. Great workshop. Very enjoyable environment. Thank You! – Carmen Eblen
• I really got a lot of information and think it will really benefit me in the future. – Ruaan Rheeder, Genset Foam
• Very informative and entertaining. – Patrick O’ Connor, Club Travel
• Very informative. Certainly will be of use in the future. – Craig Westwood, Allied Wear Parts

Book with Simone Scholtz at simone@jacquesdevilliers.com or 071 670 2168

Course Details 

The Architecture of Selling

Module 1 – Self Mastery

The objective of this session is to master your emotions and your life and know your place in the world so that you can become a valuable player in your sales team.

1. Design a life of purpose and destiny
2. Develop a bullet-proof self esteem
3. Value yourself
4. Set goals for success
5. Visualise successful outcomes
6. Build unstoppable self-confidence

Module 2 – Sales Cycle

The objective of this module is to help delegates find the right clients so that they don’t waste time on clients that aren’t going to buy.

1. Identify your market (suspects)
2. Segment your market (qualified prospects)
3. Market penetration strategy
4. Engage market
5. Evaluate success (or lack of)
6. Feedback and Course correction

Module 3 – Sales Process

A sale is like a date. You first have to build up trust before you ask for a commitment. The objective of this module is to help sales professionals guide the prospect through a process that leads to a sale.

1. Build Rapport
2. Direct your prospect with an agenda
3. Present your value proposition
4. Do a thorough needs analysis with the 4-step identification process
- Quality of your questions will determine the quality of your answers (3 ways of asking questions)
5. Present your solution
6. Ask for the order (false close, trial close and 10 other tried and tested closes for gaining commitment)
7. Overcome objections (if you do a proper needs analysis, you should never have objections)
8. Get qualified referrals

Module 4 – Finding Qualified Markets

Selling to unqualified prospects is one of the main reasons for failed sales meetings. If you could put yourself in front of qualified prospects all the time, you wouldn’t have to be that skilled at selling, seriously. The objective of this module is to find qualified markets through networking and how to build a powerful prospect database.

1. Segment your clients into hot and cold
2. Become a master networker (fish where the fish are)
3. Build referral networks

Module 5 – Client Mastery

The objective of this session is to help sales people sell to the prospect how the prospect wants to be sold to. It’s all about the prospect and not about the sales person.

1. Find out your prospects dominant personality style
2. Discover your prospects buying style – visual, auditory, touch
3. Adapt your personality to fit the prospect’s
4. Tap into your prospect’s dominant reason for buying

Module 6: Mastering Persuasion

The objective of this session is to use the language of persuasion to emotionally arouse the prospect to want to buy.

1. Tap into the prospects psychology with 6 sure-fire persuasion techniques
2. Discover the power of hypnotic words

Who Should Attend

This workshop is for new sales professionals and sales professionals that need to get out of the slump they’re in right now (if you’re not hitting your targets on a regular basis, you’re in a slump).

What’s included in the 6-module workshop?

1. Solution selling manual
2. Follow up training emails with further insights into selling and persuasion
3. Certificate of attendance

Book with Simone Scholtz at simone@jacquesdevilliers.com or 071 670 2168.

Investment is R1 897 per delegate (this includes the manual and all refreshments).

Comments or questions are welcome.