The Sales Master Class – Training

Institute of Certified Sales Professionals

In Collaboration with

Dynamic Global Concepts

Present

“The Sales Master Class”

Theme:

Proficiency in Improving Performance and Achieving Sales Target.

Training Objectives

The primary objectives of this training is –

• Identifying fundamental strategies for achieving sales goals and targets.
• Understanding the “Professional Blueprint” for performance improvement and Increase in Market Share”.
• Identifying unique business opportunities for the organization’s businesses (products and services).

Participants Learning Objectives & Benefits:

• Implement Sales & Marketing Process / cycle.
• Understand Client’s Decision-Making Practices & Consumer Buying Behaviour
• Communicate and find Solutions for Clients and Prospects.
• Learn the FAB Strategy of selling.
• Create an Effective business Presentation to influence the Client’s Perceptions about the brand.
• Identify the specific needs of clients and how to match these with your product / service offering (product value, benefits, features etc.).
• Targeting the most profitable customers and turn objections into sales opportunities
• Understanding the motivations of prospects and building better business and customer relations

Course Contents

Module 1

• Mastering the Key Drivers of Salesmen Performance
• Understanding Consumer Psyche, Behaviour & Buying Process
• Effective Customer Qualification, Prospecting & Targeting (Including Product Value Proposition Strategies & Statements)
• Case Study (Practical)

Module 2

• Innovative Sales Target Attainment Techniques
• Market & Customer Yields Enhancement Techniques
• Mastering the Major Habits of Highly Effective Salesmen
• Video Case Study (Practical)

Module 3

• Overcoming the Common Challenges Confronting Professional Salespeople in Nigeria
• Syndicate Groups Work & Presentations by participants

Training Needs Analysis

• Lack of differentiation from competitors.
• Inability to create unique value for customers.
• Lack of the ideal selling techniques and skills to close deals.
• Inability to define, analysis and meet set targets.
• Poor customer focusing & targeting.
• Lack of strategic market knowledge and segmentation.
• Pipeline Conversion Strategy challenge.

Who Should Attend?

• Business to Business Sales Professionals
• Client Relationship Professionals
• Business Development Professionals
• Sales & Marketing Professionals
• Field Sales Professionals
• Team leads / Managers

Training Methodology:

Lectures // Discussion // Individual – Group Exercise // Role Play // Case Studies

Training Dates & Duration:

3days Intensive training, discussion and presentation – 3^rd to 5^th April, 2019

Venue:           

NECA House (Nigeria Employer’s Consultative Association), Plot A2, Hakeem Balogun Street, Central Business District, Alausa, Ikeja, Lagos.

Fee:

N55, 000.00 per participant for ICSP Members.

N75, 000.00 per participant for Non ICSP Members

Note: Group/Corporate Registration for 3 participants and above, attracts 20% discount.

(Fee Covers Workshop Materials, Writing Materials, Tea Break, Lunch & Certificate of Participation).

Payment details

All payments to Institute of Certified Sales Professionals (ICSP)

Access Bank – Account N0: 0055909086

Sterling Bank – Account N0: 0009806185

For Enquiries and Seat Reservation

The Registrar, Institute of Certified Sales Professionals

Tel: 08125747702, 08163138300, 07056100644

Email: ask.us@icspnigeria.com, Website: www.icspnigeria.com

Or

The Principal Consultant, Dynamic Global Concepts

Tel: 08099956622, 08105995188

Email: info@dgc.com.ng, dynaglobeconsulting@gmail.com

Website: www.dgc.com.ng