David Forman proudly joins IMNZ as part of Skills Group. Within Skills Group, you now have access to a wider suite of training options – from Sales to Leadership to Business Transformation. We’re here to help upskill and reskill your teams. If you have any questions or need further assistance, don’t hesitate to reach out: +64 9 912 9770 | [email protected]


Develop the core skills of buyer-focused selling.

This foundational programme is the ultimate sales toolkit for all salespeople, from the newcomer to the seasoned pro. Develop your key sales and core skills with model-based learning, dive into the attitudes of buyer-focused selling, and build your confidence to apply your learnings consistently and effectively in the workplace, improving your performance and results!

Who is this course for?

  • People who are just starting their sales careers.
  • Those looking to learn practical tools and techniques to apply in the workplace.
  • Existing salespeople looking to brush up on the core principles of sales performance.
  • Salespeople with little to no formal training.

By the end of this workshop, you will learn:

  • The key components of buyer psychology.
  • How to get the most out of each client opportunity.
  • To build rapport and connection quickly and easily
  • To utilise conversational questions to motivate a buyer.
  • How to confidently articulate your value proposition
  • The skills to deal with pushback and objections with ease.
  • To develop more productive behaviour through time and self-management.
  • The confidence to apply these skills consistently to improve your performance and results.

Find out more about this programme

Course dates

1718699400 : 1718902800June 18, 2024
June 20, 2024
1722933000 : 1723136400August 6, 2024
August 8, 2024
1724747400 : 1724950800August 27, 2024
August 29, 2024
1730795400 : 1730998800November 5, 2024
November 7, 2024

Delivery options

Whether you choose a face-to-face or virtual workshop, your learning outcomes will remain the same.


Our in-person course consists of three full consecutive days of group-based learning. In-person training is a great option for people who are looking to step into a focused classroom environment. These workshops provide a human-centric immersive experience, with hands-on activities such as role-play and the ability to meet with your peers and build your professional networks.


Our virtual course consists of five half-day sessions scheduled over three weeks. David Forman’s virtual programmes are purpose-built to be deeply immersive with engaging exercises and opportunities for you to collaborate and share using virtual tools.

Customised solutions

David Forman can work with your organisation to deliver highly flexible and customised learning programmes. Contact us to discuss solutions to meet your specific learning and development needs.

Public pricing from

$2,490.00 + GST: Full price in person
$1,990.00 + GST: Full price online

(Save 10% if you book and pay 8 weeks in advance)

 Group discount

Group discount 20% off total price
(available when booking 3 or more attendees from the same organisation on the same course dates in the same transaction)

Want it delivered inhouse?

We can help
(Run it as is, or customise it for your business)

say about this

“Getting into the mindset of being a leader and a coach, but also understanding when being a “manager” is also required and appropriate. I now understand and can articulate why I do the things I do, and what is and isn’t working well for me.”

- Sales & Marketing Manager

“The course was very tailored to what I need in management/leadership terms…it was all spot on in terms of the GROW model, giving feedback, coaching others. Exceptionally relevant, and expertly delivered.”

- Sales Director, GM Sponsorship

“I wanted to say thanks for the three days, it was undoubtedly the best course I have been on (and I have endured a number!!). I have started to put a number of the learnings into play… all of which have helped me immensely.”

- Sales Manager