Nigerian Seminars and Trainings

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

business logo

Selling in a Difficult Environment Course

By: Tom Associates Training  

Lagos State, Nigeria

02 - 03 Jul, 2020  2 day

Follow Event

  

NGN 110,000

Venue: 5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-Iroko, Anthony Village, Lagos - Nigeria.

Other Dates

Venue Date Fee  
5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-Iroko, Anthony Village, Lagos - Nigeria., Lagos State, Nigeria 05 - 06 Nov, 2020 NGN110000

Programme Description on Selling in a Difficult Environment Course is as below

  • 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

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 upselling 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.
5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-Iroko, Anthony Village, Lagos - Nigeria. Jul 02 - 03 Jul, 2020
5/7, Alade Lawal Street, Opposite Anthony Police Station, Idi-Iroko, Anthony Village, Lagos - Nigeria., Lagos State, Nigeria 05 - 06 Nov, 2020

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

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

NGN 110,000.00(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.
Related Courses
Managers Personal Effectiveness Course Managers Personal Effectiveness Course

3 days, 02 - 04 Sep, 2020 

2020-09-02 12:09:00
Lagos State, Nigeria

Tom Associates Training

This course is about what managers can do specifically to improve their individual effectiveness and enhance productivity for the organisation. The programme contents have been developed around seven ...

Business Development Programme For Area and Regional Managers Business Development Programme For Area and Regional Managers

3 days, 24 - 26 Jun, 2020 

2020-06-24 12:06:00
Lagos State, Nigeria

Tom Associates Training

Area and Regional Business Managers are the mini-CEO of their regions. They must: Understand business strategy Manage the company's business successfully Master profitable Sales and Marketing ...

Management of the Contemporary Public Sector: The Pressure to Change Course Management of the Contemporary Public Sector: The Pressure to Change Course

5 days, 15 - 19 Jun, 2020 

2020-06-15 12:06:00
Lagos State, Nigeria

Tom Associates Training

This Management of the Contemporary Public Sector: The Pressure to Change training will discuss the following.  Day One Public Sector Management is Hugely Important Size of employment ...

The Art of Crisis Management Course The Art of Crisis Management Course

2 day, 10 - 11 Jun, 2020 

2020-06-10 12:06:00
Lagos State, Nigeria

Tom Associates Training

A sequence of short and unexpected events that create an emergency can happen at any time to individuals, business, group, society, or even the government. Dealing with such sudden events which ...