Advanced Selling and Relationship Management
June (17th - 21st)
Sheraton Hotel, Lagos
A Sales/Marketing department is the front burner for success in any organization, business or firm. A great sales strategy is designed, not to just bring in substantial amount of annual revenue, but to further promote and permanently entrench an organization's brand in the minds of existing and prospective clients.
To reel-in new and existing customers, the sales team must keep up with dynamic
methods of establishing customer needs and interests in the products/services they sell, adopt innovative ways of positioning products and services, create efficient strategies that capture and preserve customer interest, while constantly adopting new and efficient ways to build and maintain meaningful business relationships with the clients.
A Sales/ Marketing department is the front burner for success in any Organization, business or firm. A great sales strategy is designed, not to just bring in substantial amount of annual revenue, but to further promote and permanently entrench an organization's brand in the minds of existing and prospective clients.
Selling is a process that requires individuals who are constantly adopting new and efficient ways to work at their craft and execute new deals. To reel-in new and existing customers, your sales team will need to:
Keep up with dynamic methods of establishing customer needs and interests in the products/services they sell,
Adopt innovative ways of positioning products and services,
Create efficient strategies that capture and preserve customer interest,
While learning new methods to building and maintaining meaningful business relationships with clients.
Understand and Adjust to the digital mediums in which customers communicate and pass information.
This training is specially customized to enhance the performance index of Sales/Marketing team who work in a fast paced and dynamic industries .
Sales & Marketing Officers
Product Development Champions
Branding and Communications (Strategic Marketing)
Heads of Units and Team Leaders
Customer facing staff.
Our package is a workshop-type program designed to engage participants via role plays, best practice videos, and group exercises to showcase the essentials for eﬀective selling and relationship management.
At the end of this program, delegates will:
Aligning marketing mindsets strongly in all departments.
Understand how to uncover specific needs of clients and stakeholders and deliver value that meet such needs.
Be able to identify techniques and strategies to overcome objections and manage difficult clients.
Utilizing marketing and relationship management skills for renewed advantage.
Understand the digital workspace and how to engage customers accordingly.
Better understand how to sell to digital customers, how to use traditional sales channels
How to manage the ecosystem of the customer within their locality;
Identify proven acquisition and retention approaches to deepen sales to digital customers
Develop an action plan for driving a customer centric culture across all touch points
Module One -The bedrock of Selling & Relationship Management Excellence
The Visioning and Value Creation Process
The role of your personal Value-System in Relationship Management
Positioning yourself as an expert
Building your personal brand
Understanding your competition at any given time
Understanding the five steps to selling anything and the mind-game of the purchaser.
Module Two -The Effective Sales Person
The Psychology of Selling
The Rain Making Model
Deals Brokerage – Understanding Alliance and Partnerships - The “WIIFM”
Effective Relationship Management - Selling with Emotional Intelligence
Module Three- Effective Communication Skills for Relationship Management Excellence
Using words and vocals for effective communication
Active listening – the key to relationship management Understanding body language and the non-verbal message
Building effective persuasion skills
How and when to communicate in writing.
Module 4 - Networking – Building Longer term relationships
Understanding the “art” of Networking and linking this to organizational
Developing a networking Strategy, Plan and Checklist
Effective engagement techniques for different personality types
Managing stakeholder expectations
Value exchange and value extraction from networks
Maximizing the Value of Existing Relationships
Growing your network in an organized and effective manner
Developing and consolidating your relationship management approach
Cross selling, up selling and down selling skills
Module Five- Dealing With Objections and Difficult Situations
Understanding objections and why they occur
How to keep relationships going in the face of objections
Knowing when to let go of an adverse relationship
Techniques for preventing objections
It's all about you – personal value creation
Module Six -Retention Strategies
Why stakeholders relationships become cold
Measuring customer satisfaction effectively
Focusing on your strengths and most valued attributes
Strategies for identifying and re-engaging lost stakeholders
Module Seven - Recent Trends in Relationship Management
The Success Syndrome
The Cost of Quality
Basic Concepts of Service Quality Management
Technological Solutions in Relationship Management – An Introduction.
The fee for the programme is
We offer a discount for more than 10 delegate
June (17th - 21st)
Sheraton Hotel, Lagos