Sales Training
Developing high-performing sales professionals who create customer value, win more opportunities, and deliver consistent growth.
Benefits
Enabling Better Business Outcomes
Improve sales team confidence, consistency, and accountability.
Strengthen negotiation, communication, and objection-handling skills.
Build stronger customer relationships that drive repeat business.
Develop a high-performing sales culture focused on customer value.
Why Invest in This Program
As customer expectations continue to evolve, organizations need sales professionals who can engage strategically, communicate value effectively, and build trusted partnerships. This program provides the skills, frameworks, and mindset required to improve sales effectiveness, strengthen competitive positioning, and deliver sustainable commercial success.
Program Details
This program is suitable for:
• Sales representatives and account executives (new and experienced)
• Business development officers and relationship managers
• Sales team leaders and supervisors who coach frontline sellers
• Any commercial team whose results depend on face-to-face or B2B selling
Program Curriculum
The modules included in this training program
- Effective selling attitudes
- The FABRs of our product
- The Magical Selling Process – SalesREADDY
Outcomes on Completion
- Apply the SalesREADDY selling process to move prospects confidently from first contact to close
- Communicate product value using the FABR framework (Features, Advantages, Benefits, Results)
- Make a strong first impression and deliver persuasive, structured sales presentations
- Handle objections calmly and turn hesitation into commitment
- Build and manage a healthy sales pipeline, from prospecting to qualified opportunity
- Negotiate with confidence — reading buyer power and navigating trap questions without conceding margin
- Close more consistently, with less reliance on discounting or pressure
"In 2014, the conversion on some real estate services was about 35–40%, but that number grew to 70–80%. Sales Training from ISTI was key."
Retail Regional Manager
Knight Frank
Frequently Asked Questions
Common inquiries for the Sales Training Program
All sessions are led by certified ISTI trainers, accredited by NITA (National Industrial Training Authority) and PTAK (Professional Trainers Association of Kenya).
Ready for a Transformation?
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Contacts
International Sales Training Institute - ISTI
AACC Complex - 4th Floor. Waiyaki Way, Westlands.
P.O Box 4921-00100 Nairobi, Kenya.