Selling in a Difficult Environment

The objectives of Selling in a Difficult Environment are as follows:

• 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 analyse 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

• Analysing 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 lifetime 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.