Sales Training

Are you looking for sales training that really works?

The “RAP®™” Selling Sales Training programmes bring a fresh take on selling that will immediately give your sales a boost. It’s a simple and effective formula that shifts your salespeople into that selling space where they are confident, skilled, motivated… and most importantly…

Responsible, Accountable and Proud. (RAP)

Everyone is a salesperson

The objective of any sales training programme is to get salespeople to improve their sales attitude, their sales behaviour and to improve their sales performance.

The material presented is current and relevant and is not based on internet research but rather based on personal knowledge and experience.

These training programmes include corporate sales training. All sales training courses are developed and presented by RAY PATTERSON.

Sales Training Options


Three hour workshops: View info and topics

90 minute modules: View info and topics

3 hour modules: View info and topics

Half day customised: View info and programme outline

Full day customised: View info and programme outline


The above sales trianing options are ideal for conferences, sales events, in-house training OR quarterly sales review meetings.

Ray trains throughout Africa including (Cape Town, Durban, Port Elizabeth, East London, Bloemfontein, Polokwane, as well as in rural areas such as Viljoenskroon, Groblersdal, White River, Richards Bay, etc. He also trains in Botswana, Swaziland, Namibia, Kenya and Tanzania.

Sales Training Objectives


To get the delegates to move from being “Presenters” and “Information providers” to being “Salespeople”

To equip the delegates with the “How-to” skills required to sell the company’s products / services

To provide the delegates with simple skills and techniques that are easy to implement and that will result in an immediate increase in sales

To get the delegates to start using a simple “Sales Process”

To equip the delegates with the necessary self-confidence in the company, the product / service and in themselves

To get the delegates to take responsibility for their own success in sales


Sales Training Topics

The Foundation for success in sales (Attitude / Mind-set)

“RAP” ® Selling. (Responsible. Accountable. Proud)

5 Key buying decisions. The importance of YOU in the sale.

New thinking in sales.

Become Trusted Advisors and Expert Business Partners.

Making a good first impression. (10 second elevator pitch)

Communication. Communicating your message effectively.

Smart questioning to establish needs / problems.

Getting customers involved in sales conversations.

Listening skills. Buying signals.

Understanding the difference between features and benefits.

Value based selling. Selling value not cost.

Product presentation. Get commitment / agreement on major benefits.

Presenting to groups using Power Point.

Presenting to the “Big guns”. (Group presentations)

Closing. Asking for the business.

Overcoming objections.

The 8-step sales process (Face to face) for controlling the meeting.

The 10-step sales process (Telephone) for controlling the call.

The 4-step sales process (face to face / video / tele /) for controlling the sale.

Prospecting. How and where to find new business.

Managing an existing client base. (making regular contact)

Grading clients.

Tips for making and taking business telephone calls.

Making appointments. A professional approach.

Overcoming objections to appointments. Dealing with the Gatekeeper.

Cross-selling and Up-selling.

Time management.

Activity planning. (Sales activities. Monthly work plan)

Electronic etiquette.

How to handle irate clients.

Personality styles.

Understanding how the 4 different personally styles work in sales.

Setting and achieving personal goals in sales.

Tips for improving knowledge and skills daily.

A look in “The Mirror”. 20 questions to identify areas of weakness.

Sales Training Format

The training is hands on and interactive. The delegates are encouraged to participate and to have an open mind. “How can I make this work for me?”

There are lots of group activities to allow for further customization of the material and role plays to allow the delegates to practice the skills being presented.

There are also regular breaks in the training for “Action steps”. This is to allow the delegates to write down one or two ideas that they got from each section of the training. At the end of the training session they will be asked to prioritise their “Action steps” and start implementing these one at a time. (Implementation of material)

This will ensure that there is a return on the money invested in training.

Information alone is worthless: It’s the application of information that makes it valuable!

All programmes start with the Foundation for Success in sales (Attitude)

The workbook covers and certificates are branded with individual company logos.

Workbooks and Certificates

There is a comprehensive workbook / set of notes / hand-out (Depending on the intervention), which allows for adding personal notes as well as constructing an “Action plan” to start implementing the skills learned.

These workbooks / notes / hand-outs can be used as a refresher whenever necessary.
Delegates will receive a certificate of accomplishment on completion of the programme. (Excludes once off stand-alone modules)

The workbook covers and certificates are branded with individual company logos.

Contact Ray