Results Based Selling and Relationship Management

Customers aren’t what they used to be. They’re more knowledgeable, more sophisticated, and more demanding. They don’t want to be “sold.” They want to make informed buying decisions. Today, most organizations that want to increase sales performance adopt a more consultative approach to selling.

This program teaches participants to become consultative problem solvers in face-to-face sales situations and take customers through the required steps of the sales cycle. The training provides an effective and systematic approach to learning, applying, evaluating and continuously improving the skills that result in strong customer relationships.

The course covers:

  • The Psychology of Selling
  • Understanding Customer Personality Types
  • Negotiating for Business
  • The PEAK Selling Process
  • Success Principles for Today’s Sales
  • Communicating Product Value Propositions
  • Time Management
  • Managing Feedback to Close the Sale
  • Growing Business Relationships towards Maturity

Who should attend?

  • New and experienced sales professionals


  • 3 full days
  • Offered as an in-house (customized) basis only

For a full course outline of this programme, please contact us on

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Blue Violets Plaza - 2nd Floor, Suite 207

Kamburu Drive off Kindaruma Road, Kilimani
Tel: +254 710 271 772 / +254 722 512 832