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Advanced Selling Skills and Strategies for Senior Professionals/Manager CourseBy: McTimothy Associates Consulting LLCLagos State, Nigeria 04 - 05 Jul, 2022 2 day
NGN 95,000 |
Venue: The Professional Place 12B, Olumoroti Street, Gbagada Phase 2 Estate, Gbagada Lagos
Other Dates
Venue | Date | Fee | |
---|---|---|---|
The Professional Place 12B, Olumoroti Street, Gbagada Phase 2 Estate, Gbagada Lagos, Lagos State, Nigeria | 12 - 13 Oct, 2022 | NGN95000 |
This AIES endorsed course is perfectly positioned for those starting a career in sales and also of great benefit to experienced sales professionals who would like to upgrade their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of 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.
Course Methodology
The 'Sales Professional Certificate' course is highly interactive. 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.
Course Objectives
By the end of the course, participants will be able to:
- Identify the right professional selling behaviours and skills needed to maximize sales performance
- Develop the right personal habits to optimize selling effectiveness
- Apply the different steps of the sales process and identify the need for each step
- Analyse and apply the principles of successful negotiations and handling objections
- Recognize the basics of customer relationships management and influencing outcomes
Target Audience
This sales training course is designed for salespeople, sales support personnel, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.
Target Competencies
- Partnering: Building relationships, communicating effectively, setting expectations
- Insight: Evaluating the customer needs, gathering intelligence, and understanding business context
- Solution: Aligning to customer's needs, resolving issues, and managing success
- Effectiveness: Leveraging the sales process, executing plans, and maximizing personal time
Course Outline
The changing business environment
- The evolution of personal selling
- The new sales competencies
- Behaviours, characteristics and skills of a successful salesperson
- Assessing performance according to specific sales indicators
- The 10 root causes of sales problems
- Personal selling profile
Preparation and self-organization
- Personal management
- Time management for salespeople
- Understanding the psychology of selling
- Developing strategies for sales success
The sales process
- Prospecting and qualifying
- Pre-approach
- Approach
- Presentation and demonstration
- Overcoming objections
- Closing
- Follow up and maintenance
- Product selling versus service selling
- A glimpse into different selling models
Business negotiations skills
- Principles of successful negotiations
- The six elements of successful sales negotiations
- The power of questioning and probing
- The BATNA principle
- Establishing ranges; understanding the limits
Managing the customer relationship
- Basics of building customer relationships
- 5 rules for successful relationships
- The essence of attitude in relationship building
- The art of sales communications
- Influencing sales outcomes
The Professional Place 12B, Olumoroti Street, Gbagada Phase 2 Estate, Gbagada Lagos | Jul 04 - 05 Jul, 2022 |
The Professional Place 12B, Olumoroti Street, Gbagada Phase 2 Estate, Gbagada Lagos, Lagos State, Nigeria | 12 - 13 Oct, 2022 |
Registration: 10:00:am - 04:00:am
NGN 95,000.00 | |
Blessing Aguta 07034854045, 09080022449
Tags: |
Selling Skills Strategies for Senior Professionals Courses in Lagos Training in Lagos Seminars in Lagos Workshops in Lagos Nigeria Africa April 2022 |
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