Nigerian Seminars and Trainings

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

business logo

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

By: Tom Associates Training  

Lagos State, Nigeria

04 - 06 May, 2016  3 days

Follow Event

  

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.
Related Courses
How to Create Positive Customer Experience: Service as an Art and a Science How to Create Positive Customer Experience: Service as an Art and a Science

2 day, 25 - 26 May, 2017 

2017-05-25 12:05:00
Lagos State, Nigeria

Tom Associates Training

This training is to make employees psychologically ready, supported with the skills-set to deliver impeccable customer service. After the programme, employees will be able to attend to more service ...

Succeeding in Outlet Sales and Management Succeeding in Outlet Sales and Management

2 day, 08 - 09 Jun, 2017 

2017-06-08 12:06:00
Lagos State, Nigeria

Tom Associates Training

This Succeeding in Outlet Sales and Management training course will discuss the following: Course Contents DAY ONE Filling Orders Handling from wholesalers and distributors Monitoring distributors ...

Mastering Negotiations: The Principles and Practice Mastering Negotiations: The Principles and Practice

3 days, 11 - 13 Oct, 2017 

2017-10-11 12:10:00
Lagos State, Nigeria

Tom Associates Training

A training programme whose contents have been developed around six “Key Negotiation Lessons,” namely: Avoiding unreasonable or arbitrary positions Avoiding letting prejudices show ...

Advanced Selling Skills Advanced Selling Skills

4 days, 04 - 07 Apr, 2017 

2017-04-04 12:04:00
Lagos State, Nigeria

Tom Associates Training

A four-day programme to address how the organization’s senior sales persons can: Battle successfully for greater share of the customer spend Attract premium customers who trust and remain ...