Actionable Selling Skills: Tools and Techniques

Why Attend

This course provides participants with core knowledge about sales as a function and as a process; this means that participants will get solid exposure to sales and its contribution to company growth. They will also gain an in-depth understanding of sales and self-management, the art of prospecting, opportunity planning, and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales. Also, we cover all the most important elements of service any person involved in direct interactions with customers should know and apply. From the necessary behavioral and communication skills to the right attitude, and including specific methods to analyze and improve the service provided, we cover it all in a straight forward and effective manner that will help participants ensure customer satisfaction and delight in the most challenging situations.

Course Methodology

The course relies heavily on an interactive approach. Participants will enjoy working with business cases extracted from real-life situations taking them from understanding the situation to finding a solution. The course leverages role-play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role-plays foster confidence, analytical thinking, and teamwork mentality.

Course Objectives

By the end of the course, participants will be able to:

  • Identify and adopt the right professional selling behaviors and skills needed to maximize sales performance
  • Develop critical self-driven practices to optimize personal and business effectiveness and efficiency
  • Master and implement the sales process to successfully handle objections and close more deals
  • Manage customer expectations and exceed it to gain customer loyalty and generate repeat business
  • Master the art of verbal and non-verbal communication to create an atmosphere of respect and trust in the seller-buyer interface

Target Audience

Salespeople, sales support, as well as potential candidates for sales and customer service positions who want to build and revitalize their existing selling skills.

Target Competencies

  • Characteristics of successful salespeople
  • Selling and handling objections skills
  • Communication skills
  • Customer service and retention
  • Empathic outlook


South Africa

Training Dates:

Each course starts every Monday of each week. Please book your training on a date that is a Monday.

Course Duration:

Unit Standard:

NQF Level:

Number of Credits:

Course Fees

Note: Please fill in the online application form on the left or bottom if this page to receive a quotation with detailed pricing from AATICD.

How to Apply:

To Apply Simply Fill in the Online Enquiries / Applications form on the Right Sidebar or Bottom of this website


When filling the online application form; please take note of your desired Training Month, Duration in Weeks and Training Session. This will give us the exact dates you will be attending your classes.

Also note that Tuition Fees must be paid upfront on or before training start date. This is to ensure that all resources are made availabe for you before you start. You will not be allowed into training if fees are not paid and verified.

Also note that Tuition Fees Cancellations must be made 14 business working days before the starting date of training. This will allow us to do a 50% refund of the total amount paid. If cancellations are made thereafter note that no refund will be made to delegates.

Tuition Fees include teas and lunch as well as either a laptop or tablet which a delegate will take home free of charge.

Tuition Fee DOES NOT include Accommodation, Dinners and other Extra Curricular Activities or Incidentals. Delegates are expected to fund this on their own. AATICD will not be held accountable for any incidents to delegates.

In-House Trainings are also available for 3 or more delegates for any duration. Please consult with our Administration for such In-House training bookings.

Course Outline

  • The changing business environment
    • The evolution of personal selling
    • The new sales competencies
    • Behaviors, characteristics, and skills of a successful salesperson
    • Personal selling profile (self-assessment instrument)
  • Preparation and self-organization
    • Targets from a sales perspective
    • Personal management
    • Time management for salespeople
    • Understanding the psychology of selling
  • Mastering the sales process: from initiation to post-sales
    • Prospecting and Qualification:
      • The vital importance of prospecting
      • Setting your ideal customer profile
      • Understanding the sales funnel
    • Pre-approach:
      • How to conduct effective competitive analysis
        • Neutralize or offsetting perceived competitor’s advantages
        • Working your company’s strengths against competitors’ weaknesses
        • Presenting your Unique Selling Proposition (USP)
        • Finding and sharing the Customer Value Proposition (CVP)
    • Approach:
      • Creating a positive first impression
      • The art of breaking the ice
      • Researching and simulating sales solutions
    • Presentation:
      • The presentation mix
      • The fundamentals of powerful sales presentations
    • Handling objections:
      • Reasons for customer objections
      • Dealing with sales objections
    • Closing:
      • Reading the buying signals
      • Types of closing techniques
    • Follow up and retention:
      • Handling customer complaints
      • Essentials of relationship management
  • Professional Behavior with Customers
    • The power of behavior
    • Principles of effective behavior
    • How to behave professionally with the customer
    • Verbal and non-verbal components of communication styles