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Advanced Selling Skills Course

By: Tom Associates  

Lagos State, Nigeria

10 - 13 Apr, 2018  4 days

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NGN 150,000

A four-day programme to address how the organization’s senior sales persons can:

  • Battle successfully for greater share of the customer spend
  • Attract premium customers who trust and remain emotionally attached to the organization’s products/services
  • Maximize volume and achieve organization’s objectives fast.

Goals the Training Will Attain

  • Retain top-of-the-mind visibility with customers and prospects
  • Push feverishly to maximize volume sales and achieve organization’s objectives immediately after the training event
  • Visibly grow market share
  • Raise awareness for the new products among new prospects.

Course Contents

Day One

  • The 15 Special Selling Skills
  • Sales Planning
  • Set Objectives
  • Identify Customers and Prospects
  • Manage Customers and Prospects
  • Manage Time
  • Evaluate Performance
  • Sales Enemies to Defeat
  • Power of Enthusiasm.

Day Two

  • Customer Pyramid of Wants
  • Listening and Questioning Skills
  • Objections Handling
  • Sales Negotiation Tactics
  • Sales Territory Delineation
  • Geographic area
  • List of nominated accounts
  • Sales Productivity Planning
  • Call planning
  • Call Plan Sheet
  • Territory coverage
  • Deal planning.

Day Three

  • Maintenance and use of records
    • Prospect and Customer Records
    • Weekly Activity Record
    • Determine areas of opportunity
    • To ensure realistic targets are set
    • To evaluate the potential of each territory on facts
    • To identify the size and types of establishments where the greatest opportunities exist
  • Financial Responsibility of the Salesperson
    • 3 Pillars – Sales, Stocks and Debtors
    • Areas of cost efficiency in Sales
    • Sales Meeting: Touch Points

Day Four

  • Sales Promotions
  • Advancing in a Sales Career. ​
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Apr 10 - 13 Apr, 2018

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

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

NGN 150,000.00
(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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