Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

How to Find and Win New Business - Opening Doors and Converting Opportunities

By: Tom Associates Training  

Lagos State, Nigeria

08 - 10 Jul, 2019  3 days

Follow Event

  

NGN 125,000

Venue: 5/7 ALADE LAWAL STREET , OPPOSITE ANTHONY POLICE, OFF IKORODU ROAD, ANTHONY VILLAGE

Focus of the Course: How to Find and Win New Business - Opening Doors and Converting Opportunities is as follows

  • How to plan prospecting for new customers
  • How to position the organization and products appropriately to attract the right desires and patronage of prospects
  • How to do the prospecting itself
  • How to develop useful leads
  • How to develop relationship management capabilities.

Course Contents

Day One

  • Types of Prospects
  • Successful Prospect
  • Prospect with Problem
  • Complacent or Satisfied Prospect
  • Negative or Difficult Prospect
  • Attributes of Excellent Prospects.

Planning the Prospecting for New Business

  • Develop the right objectives
  • Identify prospects' real interests
  • Prioritise the prospects
  • Develop marketing plan.
  • Leads
  • Sources of new prospects
  • Generate useful leads
  • Find and nurture key contacts
  • Manage the new relationship effectively.

Day Two

  • Business Positioning
  • Sell functional benefits
  • Sell emotional benefits
  • The R3 winner's formula.
  • Prospecting
  • How to open doors
  • How to recognise and convert opportunities
  • Analyse your product
  • Analyse your market
  • Develop the right objectives
  • The conventional tricks: mails, referrals, etc.
  • More business from known clients.
  • Prospecting Strategy
  • Who exactly is my probable customer?
  • Where is my prospect?
  • Why may my probable customer buy - Buying Influences?
  • Who constitutes the buying centre?
  • When does my customer buy?
  • Who is my Competitor?
  • Who are my non-probable customers?

Day Three

  • Opening the First Call
  • Show gratitude
  • Identify a problem
  • Build expectancy.
  • Make Your Case
  • Tips on winning presentations
  • Help your customer/client.
  • Targeting Large Accounts
  • Caution on large new accounts prospecting

Critical success factors in managing large accounts

5/7 ALADE LAWAL STREET , OPPOSITE ANTHONY POLICE, OFF IKORODU ROAD, ANTHONY VILLAGE Jul 08 - 10 Jul, 2019

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

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

NGN 125,000.00(VAT Inclusive)
(Convert Currency)

MR ABIODUN TOKI 08033019120

3 – 4 Candidates: 5% 5 or more Candidates: 10%.
NST PPC Advert
Related Courses
The Techniques of Consultative Selling Course The Techniques of Consultative Selling Course

3 days, 27 - 29 Nov, 2019 

2019-11-27 12:11:00
Lagos State, Nigeria

Tom Associates Training

This training is to make salespersons psychologically ready, supported by the skills-set, to deliver impeccable customer relationship that result in volume sales and increased bottom line. These they ...

The Public Sector Leaders of the Future Course The Public Sector Leaders of the Future Course

5 days, 25 - 29 Nov, 2019 

2019-11-25 12:11:00
Kwara State, Nigeria

Tom Associates Training

This is a signature programme for the development of career civil servants and other public sector managers. It is designed to serve the future development of the public service and its renewal ...

Management and Protection of Information (MPI) Course Management and Protection of Information (MPI) Course

5 days, 09 - 13 Dec, 2019 

2019-12-09 12:12:00
Lagos State, Nigeria

Tom Associates Training

Officer leaves his desk while his computer is running. DG is taking a walk around, sees the computer on, tests it and finds it’s not pass-worded, gets into the email box, sends a mail to ...

Management Development for Personal Assistants and Senior Secretaries Course Management Development for Personal Assistants and Senior Secretaries Course

5 days, 09 - 13 Dec, 2019 

2019-12-09 12:12:00
Lagos State, Nigeria

Tom Associates Training

This course will take the PAs and Senior Secretaries through some thought process that focuses on the style and work culture which characterizes the managers they work with. The jobs of Personal ...