Nigerian Seminars and Trainings

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

business logo

Virtual Training on Selling in a Difficult Environment

By: Tom Associates Training  

Lagos State, Nigeria

09 - 10 Dec, 2021  2 day

Follow Event

  

NGN 96,750

Venue: 5/7, Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos - Nigeria.

  • 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 life time 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.

Note: Available as Classroom Training as Well as Online Training

5/7, Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos - Nigeria. Dec 09 - 10 Dec, 2021

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

Class Session: 09:00:am - 02:30:am

NGN 96,750.00(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

Intermediate Skills for Effective Office Administration Course Intermediate Skills for Effective Office Administration Course

5 days, 13 - 17 Dec, 2021 

2021-12-13 12:12:00 2021-12-13 12:12:00
Lagos State, Nigeria

Tom Associates Training

An effective administrator is an asset to any organization as the link between various departments who ensures the smooth flow of information from one part to the other. Thus, without an effective ...

Virtual Training on Monitoring and Control of Expenditure Courses Virtual Training on Monitoring and Control of Expenditure Courses

2 day, 02 - 03 Dec, 2021 

2021-12-02 12:12:00 2021-12-02 12:12:00
Lagos State, Nigeria

Tom Associates Training

The Contents of Monitoring and Control of Expenditure Course is as below: Day One The Relevance of Matching Expenditure to Income Sources of Funds Nature of Spending Impulses Procurement Procedures ...

Business Literacy - Mastering the Dynamics of Business Drivers Course Business Literacy - Mastering the Dynamics of Business Drivers Course

4 days, 14 - 17 Dec, 2021 

2021-12-14 12:12:00 2021-12-14 12:12:00
Lagos State, Nigeria

Tom Associates Training

When development of employees concentrates on or gets limited to technical skills only, their business knowledge is hampered. When employees’ business knowledge is hampered, their ability to ...

Management of Non-Current Asset: Fixed Assets Management Course Management of Non-Current Asset: Fixed Assets Management Course

3 days, 15 - 17 Dec, 2021 

2021-12-15 12:12:00 2021-12-15 12:12:00
Lagos State, Nigeria

Tom Associates Training

The Objectives of this Virtual Training on Management Of Non-Current Asset: Fixed Assets Management Course include: To expose the participants to the Techniques of Assets Maintenance Management. To ...