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Selling in a Difficult Environment Course

By: Tom Associates Training  

Lagos State, Nigeria

22 - 23 Aug, 2019  2 day

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NGN 105,000

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

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. Aug 22 - 23 Aug, 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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