Workshop on Professional Selling Skills Development Program: (How to Sell Like a Professional)

Program overview:

This program is designed for sales people to acquire the requisite skills needed for prospecting, getting appointments, overcoming objections, closing the deals and managing their selling time effectively. They will also acquire the confidence and enthusiasm that separates sales persons from run-off-the mill.

For whom:

Sales Executives, Marketing Executives, and those that want to develop professional selling skills in service and manufacturing industries.

Learning objectives:

At the end of the program, participants will be able to:

•          connect with decision makers in the buying organizations;
•          display confidence in themselves and their companies;
•          leverage referrals to their own advantage;
•          build credibility;
•          sell FAB to win commitment with customers; and
•          follow-up in a way that creates additional sales opportunities.

Course outline:  

Day 1:     Selling building credibility and rapport with customers

• Selling: A problem solving approach
• Selling F.A.B. solutions to meet customers’ needs
• Handling customers’ objections with confidence
• Introduction / Setting up Email Marketing Campaigns

o    ISPs, Hosting Facility, IP/DNS,

Shared vs. Dedicated Ips.

o    White-listing, Response Handlers, Bounces

• Valuing your selling time: Using

“The Sales Funnel Techniques”

Day 2:     Developing the characteristics of Sales Professionals

• Developing Professional Selling Skills
• Demonstrating Commitment to Customers

to gain their Commitment

• Mastering the Selling Process.

o    Essential Selling Skills   

o    gaining attention

o    explaining benefits

o    Closing the Sale

Training Methodology: Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.

Aderemi F. Adewale – B.Sc., M.Sc., MBA (Marketing) – An experienced marketing practitioner with over two decades of post-graduation work practice. Mr. Adewale worked with McGraw-Hill Book Co. USA as the Academic Representative for West Africa. He later joined The Boot Company Nig. Ltd. which later changed its name to (BCN PLC) as Area Sales Manager for West and North and he rose to become the General Manager and Chief Executive Officer of the company. He will bring his experience to bear on our programs

Abdul-Lateeph R.M. MBA. -  Associate Director Marketing, BG Insurance Brokers Ltd. Mr. Alade has over 15years experience in marketing insurance products /services. He rose to the position of an Assistant General Manager, Marketing before joining BG Insurance Brokers Ltd. He will bring his experience to bear on our programs.

Group nomination of 5 and above participants attracts 10% discount