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

03 - 05 May, 2017  3 days

Follow Event

  

NGN 115,500

The Focus of the How to Find and Win New Business: Opening Doors and Converting Opportunities training course are:

  • 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 03 - 05 May, 2017
NGN 115,500.00(including VAT)
(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
Intermediate Excel for Financial and Business Analysis Intermediate Excel for Financial and Business Analysis

3 days, 13 - 15 Dec, 2017 

2017-12-13 12:12:00
Lagos State, Nigeria

Tom Associates Training

This intermediate course is to make participants understand some critical functions and their usages in MS Excel. It starts with Data Manipulations, and goes on to Formatting and Displaying ...

Enhancement of Public Sector Commercialization Talent Enhancement of Public Sector Commercialization Talent

5 days, 15 - 19 May, 2017 

2017-05-15 12:05:00
Lagos State, Nigeria

Tom Associates Training

A standard definition of "Government Business Enterprise" is that it "is an organization that has all of the following characteristics: It has been delegated the financial and ...

Basic Financial Engineering / Derivatives Course Basic Financial Engineering / Derivatives Course

3 days, 07 - 09 Aug, 2017 

2017-08-07 12:08:00
Lagos State, Nigeria

Tom Associates Training

This Basic Financial Engineering / Derivatives Course will discuss the following: Summary DAY ONE Module 1: General Introduction to the Derivatives Market. Module 2: Forward and Futures Markets. ...

Occupational Health and Safety Management Occupational Health and Safety Management

2 day, 02 - 03 Nov, 2017 

2017-11-02 12:11:00
Lagos State, Nigeria

Tom Associates Training

Failure to put SMART health, safety and environmental policies and procedures in place could be an expensive mistake.  The illnesses and accidents risked as a result could bring a range of ...