SELLING IN A DIFFICULT ENVIRONMENT
Registrations are closed
VIRTUAL TRAINING: N123,625
CLASSROOM TRAINING: N182,750
3 – 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Programme Description
- How the salespersons’ mental agility can increase so as to perform at the very best
- How to bring high energy to bear for top performance
- How salespersons can identify their individual personal strengths and weaknesses and plan for self-development
- How to analyze the motivations and priorities of key buying influences
- How to Create Value - Revenue Growth
- Volume
- Pricing
- Margin.
Course Contents
DAY ONE
A Salesperson's Difficult Environment
- Customers are cutting back
- Decision makers are holding back on major purchases
Challenging Stretches Taking Tremendous Effort
- Changes in the industry
- Downturns in the economy
- Unhealthy competition dynamics
- Sales targets unchanged or increasing
- Other external or even internal factors beyond salesperson's control.
First Things First
- Remaining stubbornly constant about positive self motivation
- Being unemotionally clear about what the customers are saying
- Analyzing product or service "Job-to-do" in the new market environment
- Clarifying if the product stands for "Pain killer" or "Vitamin" in the new environment
Prospecting for Business
- Market for Sales is never zero - if you don't sell others will
- Prioritize prospects
- Select targets
Targeting Results
- Sales planning
- Agree performance standards
- Formulate control system
- Forecast sales
DAY TWO
Cross Sell and Up-selling
- Need sales
- Solution sales
- Selling add-on
- Rules for up-selling and cross selling
Customer Retention
- Customer service
- Financial bonding
- Structural bonding
- Customization bonding
Winning Strategies
- Identify who is terminating
- Consider life time customer value
- Establish why customer terminates
- Re-contact lapsed customers
- Provide a reactivation offer
The Negotiation Process
- Planning and Preparing for a Negotiation
- Negotiating Strategies and Tactics
- Negotiating Styles Analysis
- How to Set Negotiation Targets for Positive Outcome
- Types of Negotiating Powers and their Uses
- How to Give Concessions Without Losing Out
- One-on-One negotiating styles
- Group
and multi-party negotiating techniques.