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Selling in Tough Times

By: Impact Training and Management Consulting Limited  

Lagos State, Nigeria

22 - 23 Sep, 2016  2 day

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NGN 87,500

This special two-day course is designed to introduce new skills and approaches to provide a stimulus for the more experienced team members, so that they can have something new to try out to improve flagging sales and revenue especially in a recessional economy.

Learning Objectives:

Participants will:

  • Plan to generate more opportunities within the existing customers
  • Prospect and open new doors to create your own opportunities with more confidence
  • Look for opportunities to involve key members of Decision Making Unit (DMU) in the whole process to increase their commitment
  • Sell against the competition with more confidence and professionalism
  • Identify opportunities to cross-sell or up-sell to customers
  • Manage relationships with key customers
  • Build customer loyalty
  • Manage customers’ expectations
  • Re-prioritize time to focus on accounts with more potential
  • Learn to handle stall tactics

Learning Contents:

  • Overview of Nigerian business environment
  • Key success factors
  • What sales people must do differently?
  • The driving principles for selling in a recession
  • Selling like consultants
  • The concept of “provocative” selling
  • Competitive analysis from the customer’s perspective
  • Building customer loyalty
  • Leveraging on customer relationship management (CRM) architecture
  • Value differentiation
  • Managing customers’ expectations
  • Handling price related objections
  • Win-win negotiation skills
  • Handling stall tactics

Who Should Attend

Executives and managers in sales and marketing functions in manufacturing, banking and service industries.

10, Obokun Street, Off Coker Road, Ilupeju, Lagos, Nigeria Sep 22 - 23 Sep, 2016
NGN 87,500.00
(Convert Currency)

08023060462

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