Advanced Selling and Relationship Management

Date 

June (17th - 21st)

Location

Sheraton Hotel, Lagos

Duration

5 Days

Price

₦195,000

COURSE OVERVIEW

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 .


Target Audience


  • Sales & Marketing Officers

  • Branch Managers

  • Product Development Champions

  • Branding and Communications (Strategic Marketing)

  • Heads of Units and Team Leaders

  • Customer facing staff.


Courses Objective

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

Course Modules

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”

Principle

  • 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

behavior

  • 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.

PROGRAMME INSTRUCTORS

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The fee for the programme is 

PROGRAMME FEES

₦195,000

Per Delegate

DISCOUNTS

We offer a  discount for more than 10 delegate

%

15

Date 

June (17th - 21st)

Location

Sheraton Hotel, Lagos

Duration

5 Days

Price

₦195,000

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