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Selling in a Difficult Environment Course

By: Tom Associates Training  

Lagos State, Nigeria

11 - 12 Feb, 2019  2 day

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NGN 105,000

  • 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

  • A Salesperson's Difficult Environment
    • Customers are cutting back
    • Decision makers are holding back on major purchases
  • Challenging Stretches Taking Tremendous Effort
    • Changes in the industry
    • Downturns in the economy
    • Unhealthy competition dynamics
    • Sales targets unchanged or increasing
    • Other external or even internal factors beyond salesperson's control.

First Things First

  • Remaining stubbornly constant about positive self motivation
  • Being unemotionally clear about what the customers are saying
  • Analyzing product or service "Job-to-do" in the new market environment
  • Clarifying if the product stands for "Pain killer" or "Vitamin" in the new environment

Prospecting for Business

  • Market for Sales is never zero - if you don't sell others will
  • Prioritize prospects
  • Select targets

Targeting Results

  • Sales planning
  • Agree performance standards
  • Formulate control system
  • Forecast sales

Day Two

Cross Sell and Up-selling

  • Need sales
  • Solution sales
  • Selling add-on
  • Rules for up-selling and cross selling

Customer Retention

  • Customer service
  • Financial bonding
  • Structural bonding
  • Customisation 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. Feb 11 - 12 Feb, 2019

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

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

NGN 105,000.00(VAT Inclusive)
(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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