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How to Find and Win New Business:Opening Doors and Converting Opportunities

By: Tom Associates  

Lagos State, Nigeria

04 - 06 May, 2016  3 days

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NGN 115,500

Focus of the Course

  • How to plan prospecting for new customers
  • How to position the organization and products appropriately to attract the right desires and patronage of prospects
  • How to do the prospecting itself
  • How to develop useful leads
  • How to develop relationship management capabilities

Course Contents

DAY ONE

  • Types of Prospects
  • Successful Prospect
  • Prospect with Problem
  • Complacent or Satisfied Prospect
  • Negative or Difficult Prospect
  • Attributes of Excellent Prospects.
  • Planning the Prospecting for New Business
  • Develop the right objectives
  • Identify prospects' real interests
  • Prioritize the prospects
  • Develop marketing plan.
  • Leads
  • Sources of new prospects
  • Generate useful leads
  • Find and nurture key contacts
  • Manage the new relationship effectively.

DAY TWO

  • Business Positioning
  • Sell functional benefits
  • Sell emotional benefits
  • The R3 winner's formula
  • Prospecting
  • How to open doors
  • How to recognize and convert opportunities
  • Analyze your product
  • Analyze your market
  • Develop the right objectives
  • The conventional tricks: mails, referrals, etc.
  • More business from known clients
  • Prospecting Strategy
  • Who exactly is my probable customer?
  • Where is my prospect?
  • Why may my probable customer buy - Buying Influences?
  • Who constitutes the buying Centre?
  • When does my customer buy?
  • Who is my Competitor?
  • Who are my non-probable customers?

DAY THREE

  • Opening the First Call
  • Show gratitude
  • Identify a problem
  • Build expectancy.
  • Make Your Case
  • Tips on winning presentations
  • Help your customer/client.
  • Targeting Large Accounts
  • Caution on large new accounts prospecting
  • Critical success factors in managing large accounts

 

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. May 04 - 06 May, 2016
NGN 115,500.00(VAT Inclusive)
(Convert Currency)

08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
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