DETAILS
Our recent research shows that nearly 80% of sales people do not
understand what their primary purpose is. Your principle mission is to Gain a
Sales Commitment. The confusion stems from the variety of tasks we as sales
people are asked to perform. The end result is that 62% of sales people make
sales calls where there is no attempt at Gaining a Commitment. One of the most
important reasons why this occurs is most sales people do not establish what we
call a Commitment Objective for every sales call. This is the number one mistake
that all sales people make. Well, it's time to change that!
WHO SHOULD ATTEND
This course is designed for individuals and organisations requiring an
advanced understanding of action selling towards an increase in sales and
revenue effeciently and affectively.
This include Sales strategy manager, Customer service officers, Account
managers, Sales representatives, Operations strategy & development manager,
Business planning strategist, Chief Learning Officer, Sales Operations Manager,
Sales Training & Development Manager, Product specialist, Knowledge engineer,
Sales coach, Sales coordinator, Sales configuration & quote specialist,
Operations specialist, Training coordinator, Sales researcher, Policy analyst,
Productivity & process analyst, Sales analyst
BENEFITS OF ATTENDING
Learn to Gain Commitment for the business from clients and prospects
Increase productivity and sales revenue
Improve morale of sales team.
Lower staff turnover and increase the energy and passion in your
organisation.
Improve customer relations
Ensure that your team are working with you towards a shared goal & vision.
COURSE OUTLINE
Divided into 9 modules, the topics covered will include:
Advance& professional selling skills - this
nugget shall equip the sales team with the required professionalism to
approached selling as a structured process that is geared towards productivity
rather than an event that might materialize or not.
Territory & pipeline Management - this very
important nugget will equip the sales force with the require skill to
effectively managege the assigned territory for optimum revenue generation.
pipeline management will equip sales people with the skill to manage all the
prospective customer to a point when the business is succesfully concluded.
Need & Gap development - this nugget will equip
the sales team with the skill to develop the "need to purchase" with the
customer so that customers are psychologically guided toward purchasing as early
as possible. Gap development highlihts the disadvantages the delay in purchasing
is causing the customer thereby creating a subtle sence of urgecy with the
customer. The Nugget will teach the sales team about the "DECISION MAKING CYCLE"
(DMC) of the customer and how to influence it.
Performance Management - this will equip the
sales person with the skill of measuring his/her productivity against the
assigned Target (Quota), thereby determining his short fall and making necessay
adjustment.
Reporting - This will equip the sale person wit
necessary reporting skills for proper documentation.
Technology -
Effective computer use affords sales personnel more face-to-face customer
contact time
Product or service knowledge - Enables a salesperson
to provide prospects and customers with the critical information
for rational decision-making
Market/Industry orientation - Knowledge of the
industry and the economy
Legal and ethical issues -
Lapses in ethical conduct often lead to legal problems
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Where:
Waje Hotels - Gbagada: 7 Sunday Ogunyade str, Gbagada Phase
II, Lagos
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Time:
Mondays - Saturdays: 09:00 am - 05:00pm, Sundays: 12:30pm - 06:00pm
For more information: tel +234 803 077 0969 or
email info@cornea-consulting.com