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Selling In a Difficult Environment

By: Tom Associates  

Lagos State, Nigeria

02 - 03 Nov, 2017  2 day

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NGN 94,500

This Selling in a Difficult Environment course will discuss the following

  • How the salespersons’ mental agility can increase so as to perform at the very best
  • How to bring high energy to bear for top performance
  • How salespersons can identify their individual personal strengths and weaknesses and plan for self-development
  • How to analyze the motivations and priorities of key buying influences
  • How to Create Value - Revenue Growth
  • Volume
  • Pricing.

Course Contents
Day One

  • Prospecting for Business
  • Prioritize prospects
  • Select targets
  • Cross Selling and Up-selling
  • Need sales
  • Solution sales
  • Selling add-on
  • Rules for up-selling and cross selling
  • Targeting Results
  • Sales planning
  • Agree performance standards
  • Formulate control system
  • Forecast sales

Day Two

  • Customer Retention
  • Customer service
  • Financial bonding
  • Structural bonding
  • Customization bonding
  • Winning Strategies
  • Identify who is terminating
  • Consider life time customer value
  • Establish why customer terminates
  • Re-contact lapsed customers
  • Provide a reactivation offer
  • The Negotiation Process
  • Planning and Preparing for a Negotiation
  • Negotiating Strategies and Tactics
  • Negotiating Styles Analysis
  • How to Set Negotiation Targets for Positive Outcome
  • Types of Negotiating Powers and their Uses
  • How to Give Concessions Without Losing Out
  • One-on-One negotiating styles
  • Group and multi-party negotiating techniques
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Nov 02 - 03 Nov, 2017

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 94,500.00(Including VAT)
(Convert Currency)


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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