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Objection Handling and Deal Closing for Sales Teams

Deals in African markets often stall at the final stage because sellers cannot address price resistance, procurement delays or the fear of switching suppliers. This programme gives sales professionals a practical toolkit for surfacing real concerns, responding to common objections with confidence, and guiding buyers to a clear decision without resorting to pressure or discounting.

What you will be able to do

  • Diagnose the difference between genuine objections and polite stalling.
  • Respond to price, budget and competitor objections without conceding margin.
  • Handle procurement, approval and payment delays that hold deals back.
  • Use trial closes to test buyer readiness throughout the conversation.
  • Apply closing techniques that suit relationship driven African business culture.
  • Follow up after a stalled deal to revive it without damaging the relationship.

Course outline

  1. 01Why deals stall and how buyers really decide
  2. 02Uncovering the objection behind the objection
  3. 03Handling price and discount pressure
  4. 04Responding to competitor and switching concerns
  5. 05Managing procurement and approval delays
  6. 06Trial closes and reading buying signals
  7. 07Closing techniques for relationship driven markets
  8. 08Reviving stalled deals through follow up

Who should attend

Sales representatives, account managers and sales team leaders who negotiate and close deals and want to convert more of their qualified pipeline into signed business.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 18 Aug 2026Mozambique2US$1,100
24 to 25 Aug 2026Cairo2US$1,100
31 Aug to 1 Sep 2026Accra2US$1,100
7 to 8 Sep 2026Lusaka2US$1,100
14 to 15 Sep 2026Kigali2US$1,100
21 to 22 Sep 2026Nairobi2US$1,100
28 to 29 Sep 2026Durban2R10,000
5 to 6 Oct 2026Johannesburg2R10,000
19 to 20 Oct 2026Mauritius2US$1,100
26 to 27 Oct 2026Dubai2US$1,100
2 to 3 Nov 2026Lagos2US$1,100
9 to 10 Nov 2026Harare2US$1,100
16 to 17 Nov 2026Kampala2US$1,100
23 to 24 Nov 2026Dar es Salaam2US$1,100
30 Nov to 1 Dec 2026Pretoria2R10,000
7 to 8 Dec 2026Cape Town2R10,000
21 to 22 Dec 2026Online2US$900

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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