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Profitable Selling in a Volatile and Hostile Market Training

By: LCL Coaches Consultants  

Lagos State, Nigeria

02 - 04 Aug, 2022  3 days

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NGN 125,000

Venue: Lagos and Virtual

You can build the best product ever made – but without sales, your company will struggle to survive. Sales are a fundamental aspect of any successful business. Sales teams are often rewarded based on performance, and the salesperson is motivated by incentives. Better performance means more revenue for the company as a whole. In a revenue-dependent business model, focus on sales is an absolute necessity

This training helps open the minds of attendees to the reality of the increasing competitive nature in business and;Help them identify how to articulate actions to take in coping with ‘’volatile and hostile market and thrive profit.

  • How the salespersons’ mental agility can increase 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 analyse the motivations and priorities of key buying influences
  • How to Create Value - Revenue Growth
  • Volume
  • Pricing
  • Margin.

Course Contents

Day One

An appraisal of the Salesperson's Environment

An appraisal of the factors responsible for product buying 

  • 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.

Prospects

  • Select targets

Targeting Results

  • Sales planning
  • Agree performance standards
  • Formulate control system

Day 2

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.

Problem Solving

Cross Sell and Up-selling

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

Day 3

Customer Retention

  • Customer service
  • Financial bonding
  • Structural bonding
  • Customisation bonding

Winning Strategies

  • Identify who is terminating
  • Consider lifetime customer value
  • Establish why customer terminates
  • Re-contact lapsed customers
  • Provide a reactivation offer
Lagos and Virtual Aug 02 - 04 Aug, 2022
NGN 125,000.00(Group Registration Discount Applies)
(Convert Currency)

Olusina Lajorin 09026713101, 08033241313

Group discount apply
Olusina Lajorin

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