Profitable Selling in A Volatile and Hostile Market

This training helps open the minds of attendees to the reality of the increasing competitive nature in business and; help them identify how to articulate actions to take in coping with ‘’volatile and hostile market and thrive profitably.

• How the salespersons’ mental agility can increase 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 CONTENT

An appraisal of the Salesperson's Environment

An appraisal of the factors responsible for product buying 

• 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.

Prospects

• Select targets

Targeting Results

• Sales planning
• Agree performance standards
• Formulate control system

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.

Cross Sell and Up-selling

• Need sales
• Solution sales
• Selling add-on
• Rules for upselling and cross selling

Customer Retention

• Customer service
• Financial bonding
• Structural bonding
• Customization bonding

Winning Strategies

• Identify who is terminating
• Consider lifetime customer value
• Establish why customer terminates
• Re-contact lapsed customers
• Provide a reactivation offer

FOR WHOM:

Customer Service Managers/Staff, Sales Representatives, Admin Managers/Officers, Marketers, Supervisors, Team Leaders in various segments of the organization in both the Public and Private Sectors.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.