Blog

Effective Selling Skills in a Challenging Economy

Businesses are profit-making establishments driven by processes. These processes are then organized to achieve the set objectives.

The orientation in the market has shifted from product concept to marketing concept.

Earlier, selling was all about finding the best fit of customers for your products but now the priority is to find the best fit of products for your customers.

Customers’ needs and satisfaction have become paramount in other for businesses to succeed. So, a salesperson’s performance is dependent on many variables including his skills, product knowledge, buyer persona understanding, consumer orientation/ behavior and distribution matrix.

The sovereignty of consumers as epitomized by the marketing concept drives what is produced, how it is produced, and distributed, thus, exemplifies the golden cycle rule.

COURSE CONTENT (EFFECTIVE SELLING SKILLS)

Overview of Nigerian business environment
The role of a sales person
Selling like consultants
Defining sales objectives
Understanding the concept of pipeline
The concept of “Provocative” selling
Competitive Analysis from the customer’s perspective
Building customer loyalty
Managing customers’ expectations
Handling objections
Negotiation skills
Communication Skills
Probing Skills
How to sell benefits
Time Management Principles to help you see more Customers

EXPECTED LEARNING OUTCOMES

At the end of the training, Participants will be able to:

Understand what makes a great sales person.
Understand what makes a great sales manager/supervisor
Follow a customer-focused sales process to guide their sales conversations and match the buying cycle.
Create a great first impression and opening to a sales conversation.
Identify needs and opportunities through effective probing (questioning and listening).
Introduce services and products using features and benefits
Gain commitment from customers when closing the deal
How to close sales deals