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Selling in Tough Times

By: Impact Training and Management Consulting Limited  

Lagos State, Nigeria

18 - 19 Sep, 2017  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. Sep 18 - 19 Sep, 2017
NGN 87,500.00
(Convert Currency)

TAIWO ADEGUN 08023060462

Discounts off regular fees for Open programme: 3-5 Nominations 5%. Programme also available as in plant. Fee: Negotiable Available as Open Programme and In-plant
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