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Sales Training

March 15, 2017 @ 9:00 am - 4:30 pm

Public Sales Training In South Africa

The Architecture of Selling

If your sales are lagging and you’re not reaching your sales targets, then you may want to
consider spending a day with me on this sales training course.

It will benefit you if:

  • You’re new to sales and need a strong foundation to start you off
  • You’ve been in the game a while and you’ve lost your sales mojo

What you’ll learn on this sales training course:

  • How to develop a positive selling attitude
    • Find your “why”
    • Become a partner to the prospect (not a sales person)
    • Build unstoppable self-esteem
    • Set authentic goals to drive your sales
  • How to build a qualified pipeline
    • Where to find qualified prospects
    • How to approach them (email, social media and phone)
    • Set up a sustainable prospecting plan
  • How to secure the appointment
    • A field tested way of getting past the gatekeeper
    • How to keep your prospect’s attention on the phone
    • How to ask for an appointment
    • How to listen
  • How to conduct a professional 7-step sales call – from building rapport to presenting the proposal
    • (1) 2-step process for building instant rapport
    • (2) Benefit statement – positioning you and your company as a pre-eminent solution
    • (3) Conduct a professional needs analysis
      • Find out what the prospect wants to achieve
      • Find out the current situation and pain points
      • Find out obstacles that prevent prospect from achieving his/her objectives
      • Find out the prospect’s dominant buying motive
    • (4) Present your solution
      • The 7 steps of pitching
    • (5) Ask for a commitment (it could be an order, a second meeting, a site visit)
      • The false close
      • The direct close
      • The assumptive close
      • The alternate close
    • (6) Handle and overcome any objections that may arise
      • Preparing for the difficult questions
      • Answering those questions with the ‘feel, felt, found’ technique
    • (7) How to write a winning proposal
      • How to keep the prospect “hot” after you leave
      • How to pitch your proposal
      • How to follow up on a proposal
  • How to up sell and cross sell
    • Find out how to get more out of every deal
  • How to maintain and grow your existing client base
    • Tested key account management strategies
    • Finding and nurturing champions for your company


  • 15 March 2017
  • 09h00 – 16h30
  • Hackle Brooke Conference Centre, 110 Conrad Drive, Craighall Park, Johannesburg
  • R1 997 per delegate

What’s included in the sales training course?

  • Comprehensive workbook covering all aspects of the sales process
  • Self Improvement E-Books written by Jacques de Villiers (free bonuses valued at R800):
    • The Architecture of Selling
    • Stop Losing Sales Now – How to Overcome and Handle Objections
    • Edge of the Rain – How To Motivate You
    • What if Hollywood Doesn’t Call? – How To Come To Work For Something Bigger Than A Paycheque
  • 3 months of follow-up emails to make sure the learning sticks. Field tested tips, tricks, strategies to increase sales (value R1000)
  • A proper breakfast (not just coffee and biscuits), lunch and 2 coffee breaks


If the sales training course doesn’t live up to its promise, I’ll refund your full fee and you get to keep the workbook and the E-book bonuses. Could anything be fairer?

Book Now

Contact Jacques de Villiers on 082 906 3693 or email him.


  • Number of delegates
  • Names
  • Company details for invoicing

PS: If you send 3 or more of your team on this sales training, I’ll knock another 10% off your entire fee.
PPS: This sales training course can also be run in-company. Just pop me a note and let’s find a date that suits you and me.


March 15, 2017
9:00 am - 4:30 pm
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Jacques de Villiers
+27 82 906 3693


HB Connect
165 West Street
Sandown, Gauteng 2031 South Africa
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