SELLING IN A DIFFICULT ENVIRONMENT

Registrations are closed

VIRTUAL TRAINING:         N115,000

CLASSROOM TRAINING:  N145,000

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.

 

Date & Time
Monday
October 16, 2023
Start - 8:30 AM
Tuesday
October 17, 2023
End - 3:00 PM Africa/Lagos
Location

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
NG-LA
Nigeria
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com
Get the direction
Organizer

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com