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Selling In a Difficult Environment Course

By: Tom Associates  

Lagos State, Nigeria

26 - 27 Mar, 2018  2 day

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NGN 105,000

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
    • Margin

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. Mar 26 - 27 Mar, 2018

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

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

NGN 105,000.00
(Convert Currency)

Mr Abiodun Toki 08033019120

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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