Nigerian Seminars and Trainings

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

business logo

Actionable Selling Skills: Tools and Techniques Training

By: McTimothy Associates Consulting LLC  

Lagos State, Nigeria

10 - 11 Dec, 2020  2 day

Follow Event

  

NGN 95,000

Venue: The Professional Place: 12b, Olumoroti Street, Gbagada Phase 2, Lagos.

This course provides participants with core knowledge about sales as a function and as a process; this means that participants will get solid exposure to sales and its contribution to company growth. They will also gain in-depth understanding of sales and self-management, the art of prospecting, opportunity planning and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales. Also, we cover all the most important elements of service any person involved in direct interactions with customers should know and apply. From the necessary behavioural and communication skills to the right attitude and including specific methods to analyse and improve the service provided, we cover it all in a straightforward and effective manner that will help participants ensure customer satisfaction and delight in the most challenging situations.

Course Methodology

The course relies heavily on an interactive approach. Participants will enjoy working with business cases extracted from real life situations taking them from understanding the situation to finding a solution. The course leverages role play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role plays foster confidence, analytical thinking, and teamwork mentality.

Course Objectives

By the end of the course, participants will be able to:

  • Identify and adopt the right professional selling behaviours and skills needed to maximize sales performance
  • Develop critical self-driven practices to optimize personal and business effectiveness and efficiency
  • Master and implement the sales process to successfully handle objections and close more deals
  • Manage customer expectations and exceed it to gain customer loyalty and generate repeat business
  • Master the art of verbal and non-verbal communication to create an atmosphere of respect and trust in the seller-buyer interface

Target Audience

Salespeople, sales support, as well as potential candidates for sales and customer service positions who want to build and revitalize their existing selling skills.

Target Competencies

  • Characteristics of successful salespeople
  • Selling and handling objections skills
  • Communication skills
  • Customer service and retention
  • Empathic outlook

Course Outline

The changing business environment

  • The evolution of personal selling
  • The new sales competencies
  • Behaviour’s, characteristics and skills of a successful salesperson
  • Personal selling profile (self-assessment instrument)

Preparation and self-organization

  • Targets from a sales perspective
  • Personal management
  • Time management for salespeople
  • Understanding the psychology of selling

Mastering the sales process: from initiation to post-sales

  • Effective prospecting and pre-visit research
  • Setting goals based on your sales quota and plan
  • How to conduct effective competitive analysis
  • Neutralize or offsetting perceived competitor's advantages
  • Working your company's strengths against competitors' weaknesses
  • Presenting your Unique Selling Proposition (USP)
  • Finding and sharing the Customer Value Proposition (CVP)
  • Planning your calendar to achieve sales goals and build a sales pipeline
  • Delivering clear and effective presentations
  • Handling and overcoming objections
  • Achieving positive closing techniques
  • Leveraging sales through cross-selling and up-selling techniques
  • Professional Behaviour with Customers
  • The power of behaviour
  • Principles of effective behaviour
  • How to behave professionally with the customer
  • Verbal and non-verbal components of communication styles
The Professional Place: 12b, Olumoroti Street, Gbagada Phase 2, Lagos. Dec 10 - 11 Dec, 2020

Registration: 09:00:am - 09:45:am

Class Session: 10:00:am - 04:00:am

NGN 95,000.00
(Convert Currency)

Blessing Aguta 08058805333, 09080022449

Related Courses
Enterprise Risk Management Course Enterprise Risk Management Course

3 days, 03 - 05 Dec, 2020 

2020-12-03 12:12:00
Lagos State, Nigeria

McTimothy Associates Consulting LLC

Enterprise Risk Management known as (ERM) has evolved a lot since the seventies. From simply 'buying' insurance, it has now evolved and grown in importance to become a prime ...

Credit Risk Analysis and Management (Intermediate and Advanced) Course Credit Risk Analysis and Management (Intermediate and Advanced) Course

3 days, 25 - 27 Nov, 2020 

2020-11-25 12:11:00
Lagos State, Nigeria

McTimothy Associates Consulting LLC

Expertise in Credit Risk Analysis and Management is a foremost and important requirement in financial institutions (especially banks) in their roles as financial intermediaries in the financial ...

 Financial Statement  Analysis Workshop Course Financial Statement Analysis Workshop Course

3 days, 25 - 27 Nov, 2020 

2020-11-25 12:11:00
Lagos State, Nigeria

McTimothy Associates Consulting LLC

In today’s world, finance professionals are challenged with providing management a detailed analysis of the impact of the organization's financial decisions. Therefore, finance ...

Statistical Data Analysis with SPSS Course Statistical Data Analysis with SPSS Course

3 days, 09 - 11 Dec, 2020 

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

McTimothy Associates Consulting LLC

IBM SPSS is one of the most popular tools used for statistical analysis of data in research units, administration and business. The training consists of the most frequently used elements of analysis ...