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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.

Ready to book? Secure your place on this programme.

Register for this course

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

DatesVenueDaysFeeCalendarRegister
13 to 14 Oct 2026Johannesburg2R10,000Register
14 to 15 Oct 2026Cape Town2R10,000Register
15 to 16 Oct 2026Durban2R10,000Register
19 to 20 Oct 2026Pretoria2R10,000Register
20 to 21 Oct 2026Windhoek2US$1,100Register
21 to 22 Oct 2026Gaborone2US$1,100Register
22 to 23 Oct 2026Maseru2US$1,100Register
26 to 27 Oct 2026Mbabane2US$1,100Register
27 to 28 Oct 2026Lusaka2US$1,100Register
28 to 29 Oct 2026Harare2US$1,100Register
29 to 30 Oct 2026Lilongwe2US$1,100Register
2 to 3 Nov 2026Blantyre2US$1,100Register
3 to 4 Nov 2026Mozambique2US$1,100Register
4 to 5 Nov 2026Nairobi2US$1,100Register
5 to 6 Nov 2026Dar es Salaam2US$1,100Register
9 to 10 Nov 2026Kigali2US$1,100Register
10 to 11 Nov 2026Kampala2US$1,100Register
11 to 12 Nov 2026Accra2US$1,100Register
12 to 13 Nov 2026Lagos2US$1,100Register
16 to 17 Nov 2026Cairo2US$1,100Register
17 to 18 Nov 2026Mauritius2US$1,100Register
18 to 19 Nov 2026Dubai2US$1,100Register
19 to 20 Nov 2026Online2US$900Register

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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