Selling in Tough Times

This special two-day course is designed to introduce new skills and approaches to provide a stimulus for the more experienced team members, so that they can have something new to try out to improve flagging sales and revenue especially in a recessional economy.

Learning Objectives:

Participants will:

 • Plan to generate more opportunities within the existing customers

 • Prospect and open new doors to create your own opportunities with more confidence

 • Look for opportunities to involve key members of Decision Making Unit (DMU) in the whole process to increase their commitment

 • Sell against the competition with more confidence and professionalism

 • Identify opportunities to cross-sell or up-sell to customers

 • Manage relationships with key customers

 • Build customer loyalty

 • Manage customers’ expectations

 • Re-prioritize time to focus on accounts with more potential

 • Learn to handle stall tactics

Learning Contents:

 • Overview of Nigerian Business environment

 • Key success factors

 • What sales people must do differently?

 • The driving principles for selling in a recession

 • Selling like consultants

 • The concept of “Provocative” selling

 • Competitive Analysis from the customer’s perspective

 • Building customer loyalty

 • Leveraging on Customer Relationship Management (CRM) architecture

 • Value differentiation

 • Managing customers’ expectations

 • Handling price related objections

 • Win-win negotiation skills

 • Handling stall tactics

Who Should Attend

Executives and managers in sales and marketing functions in manufacturing, banking and service industries.