Nigerian Seminars and Trainings

Search conferences, training, seminars, courses and workshops in Nigeria and around the world

business logo

Fundamental Selling Skills

By: Tom Associates  

Lagos State, Nigeria

10 - 14 Aug, 2015  5 days

Follow Event


Professional selling - the modern day skills and qualities needed.

  • How to make appointments and obtain interviews
  • How to probe and identify real needs
  • How to make customers want to buy
  • How to handle objections and obtain clients commitment

Course Contents


  • Choosing a sales career
  • How modern behavioural changes are influencing sales approach
  • New communications relationships and development of sales competence
  • The five keys to successful selling:
  • Confident communications
  • Knowledge of the customer
  • Knowledge of the products – features, benefits
  • Knowledge of the industry
  • Knowledge of the market and competition
  • Modern prospects - high stress levels, low attention spans


  • High pressure selling vs customer involvement process
  • The power of product knowledge
  • How to gather credibility and establish personal trust
  • Friendship building for strategic sales relationship
  • Analysis of buying and selling styles
  • Preparation research and planning
  • Making appointments that yield productive meetings


  • Understanding customers’ needs and customers wants
  • Effective communications - questioning and listening skills
  • Breaking the ice - getting prospects to like you
  • Presenting the product or service
  • Selling the benefits
  • Handling objections


  • Product pricing power
  • Selling a brand
  • Closing techniques
  • Managing sales administration
  • Sales reports
  • Territory/Time management


  • Experiences in telephone selling
  • Salesperson’s grooming
  • Salesperson’s business etiquette
  • Creating the right impressions
  • Dressing for success
  • Facing a long sales cycle:
  • Short/long term opportunities
  • Key players/priorities
  • Managing areas of weakness/vulnerability
  • Attention to the economics of the business.


5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Registration: 8.30 - 9.00 a.m. Class Session: 9.00 - 4.00 p.m. Aug 10 - 14 Aug, 2015
(Convert Currency)


Related Courses
Delivering Results through Teams Delivering Results through Teams

3 days, 25 - 27 Jul, 2018 

2018-07-25 12:07:00
Lagos State, Nigeria

Tom Associates

This training course Delivering Results through Teams will discuss the following: How to develop a team that delivers results through: Harnessing quality staff and aligning the employees efficiently ...

Value Added Marketing: Advanced Marketing Strategies Value Added Marketing: Advanced Marketing Strategies

4 days, 08 - 11 May, 2018 

2018-05-08 12:05:00
Lagos State, Nigeria

Tom Associates

At the end of this Value Added Marketing - Advanced Marketing Strategies course, participants will: Develop enhanced skills in formulating strategic marketing plans Have higher creativity in brand ...

Talent Optimization Course Talent Optimization Course

4 days, 08 - 11 May, 2018 

2018-05-08 12:05:00
Lagos State, Nigeria

Tom Associates

Successful organizations, both public and private, are recognizing that the employee assessment and selection process must be viewed as part of a larger, inter-connected talent management strategy; a ...

Marketing that Creates Results Course Marketing that Creates Results Course

5 days, 23 - 27 Apr, 2018 

2018-04-23 12:04:00
Lagos State, Nigeria

Tom Associates

Marketing that Creates Results training will include the following: Day One Acquisition Marketing Customer acquisition process Acquisition campaign Digital channels acquisitions: search engine ...