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Consultative Selling and Key Account Growth

Move your sales team beyond product pitching into structured, needs led conversations that uncover real business problems. This programme builds a repeatable method for qualifying opportunities, defending margin under pricing pressure and growing revenue inside existing South African accounts.

What you will be able to do

  • Apply a structured questioning framework that surfaces the business problem behind a stated requirement.
  • Qualify opportunities against budget, decision authority, timing and commercial fit before investing selling time.
  • Map the buying committee in a complex account and plan a distinct engagement approach for each stakeholder.
  • Build a value case in the customer's own financial language rather than a feature comparison.
  • Defend price and protect margin using trade concessions instead of unplanned discounting.
  • Construct a twelve month growth plan for a nominated key account with measurable milestones.

Course outline

  1. 01The shift from product pitch to business conversation
  2. 02Opportunity qualification and pipeline discipline
  3. 03Advanced questioning and needs discovery practice
  4. 04Mapping the buying committee and internal politics
  5. 05Building and presenting the commercial value case
  6. 06Negotiation, concession trading and margin defence
  7. 07Key account planning and growth mapping
  8. 08Live deal clinic and personal action plan

Who should attend

Account managers, business development managers, key account executives and technical sales specialists who sell considered purchases into organisations. Sales team leaders and branch managers responsible for pipeline quality will also benefit.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 21 Aug 2026Lusaka5US$1,800
24 to 28 Aug 2026Kigali5US$1,800
31 Aug to 4 Sep 2026Nairobi5US$1,800
7 to 11 Sep 2026Durban5R18,000
14 to 18 Sep 2026Johannesburg5R18,000
28 Sep to 2 Oct 2026Mauritius5US$1,800
5 to 9 Oct 2026Dubai5US$1,800
12 to 16 Oct 2026Lagos5US$1,800
19 to 23 Oct 2026Harare5US$1,800
26 to 30 Oct 2026Kampala5US$1,800
2 to 6 Nov 2026Dar es Salaam5US$1,800
9 to 13 Nov 2026Pretoria5R18,000
16 to 20 Nov 2026Cape Town5R18,000
30 Nov to 4 Dec 2026Online5US$900
7 to 11 Dec 2026Mozambique5US$1,800
14 to 18 Dec 2026Cairo5US$1,800
21 to 25 Dec 2026Accra5US$1,800

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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