HOW TO FIND AND WIN NEW BUSINESS - OPENING DOORS & CONVERTING OPPORTUNITIES

Registrations are closed

Live-Online Training: N 166,625
Classroom Training: N 247,250
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Focus of the Course

  • How to plan prospecting for new customers
  • How to position the organization and products appropriately to attract the right desires and patronage of prospects
  • How to do the prospecting itself
  • How to develop useful leads
  • How to develop relationship management capabilities.

Course Contents

DAY ONE

Types of Prospects

  • Successful Prospect
  • Prospect with Problem
  • Complacent or Satisfied Prospect
  • Negative or Difficult Prospect
  • Attributes of Excellent Prospects.

Planning the Prospecting for New Business

  • Develop the right objectives
  • Identify prospects’ real interests
  • Prioritize the prospects
  • Develop marketing plan.

Leads

  • Sources of new prospects
  • Generate useful leads
  • Find and nurture key contacts
  • Manage the new relationship effectively.

DAY TWO

Business Positioning

  • Sell functional benefits
  • Sell emotional benefits
  • The R3 winner’s formula.

Prospecting

  • How to open doors
  • How to recognize and convert opportunities
  • Analyze your product
  • Analyze your market
  • Develop the right objectives
  • The conventional tricks: mails, referrals, etc.
  • More business from known clients.

Prospecting Strategy

  • Who exactly is my probable customer?
  • Where is my prospect?
  • Why may my probable customer buy – Buying Influences?
  • Who constitutes the buying center?
  • When does my customer buy?
  • Who is my Competitor?
  • Who are my non-probable customers?

DAY THREE

Opening the First Call

  • Show gratitude
  • Identify a problem
  • Build expectancy.

Make Your Case

  • Tips on winning presentations
  • Help your customer/client.

Targeting Large Accounts

  • Caution on large new accounts prospecting
  • Critical success factors in managing large accounts.

DAY FOUR

The A.P.P.L.E. Easy Steps to New Account

  • Approach customer with a personalized warm welcome
  • Probe politely to understand all the customer’s needs
  • Present a solution for the customer to take away
  • Listen for and resolve any issues or concerns of the customer
  • End the conversation with a fond farewell and an invitation for more interactions.
  • What to do when prospect resists:

- if it’s a doubt

- if it’s a misunderstanding

- if it’s genuine.

Date & Time
Tuesday
January 30, 2024
Start - 8:30 AM
Friday
February 2, 2024
End - 3:00 PM Africa/Lagos
Location

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
NG-LA
Nigeria
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com
Get the direction
Organizer

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com