A customer relationship management course for sales representatives and business development officers
At a height in Sales, every company is at equilibrium because there is a generic state for every product; one of the key reasons why a lead, prospect, customer or client would buy into a particular “product” or “service” is the “RELATIONSHIP”. Relationship management is the key to customer satisfaction, thus customer retention, and customer advocacy.
This program is designed to identify the intricacies of managing relationships at all levels of the selling process (whether lead generation, prospecting, presenting, identifying customers’ needs, or handling objections) to managing the Relationship of the Customer after winning the customer. It’s highly practical, filled with games, exercises and deep personality profiles. The DISC Personality Profile is used to analyse the strengths and weaknesses of participants for relationship management, personal productivity and identification of key growth areas. It also teaches “how” to identify different types of people and “how” to relate to different types of people.
Who should attend
Sales and Marketing team members, including business development officers
Programme Fee
₦ ####### Per Participant.
Group pricing is also available
Duration
2 Days
Modules can be adjusted to fit your specific training needs and timing
Training Modules
Module 1: Elements of Selling
- ① Selling and the Psychology of Buyers
- ② Differences between Sales and Marketing
- ③ Intricacies of Selling Products vs Services
Module 2: Deciphering Customer “RELATIONSHIP” Management
- ① The 2 Categories of “CRM”
- ② Analysing the Global CRM Statistics
- ③ The MYTH of “Product/Service Quality” and Sales Success
- ④ “FEELING” as your success indicator
Module 3: Relationship Management in Lead Generation and Lead Management
- ① Lead Generation Process
- ② Lead Management Process
Module 4: Prospect’s Relationship Management
- ① Qualifying Prospects
- ② Managing the “Relationship” Parts of Prospecting
- ③ Understanding Prospect’s Personality Types
Module 5: Personality Profile Analysis
- ① Identifying your personality and its effect on Selling
- ② Developing Strategies for Personality Improvement
- ③ Identifying the “HOW” to sell to different Personality
Module 6: Building Relationships through
Presentations
- ① Making an enchanting first Impression
- ② Your presentation as a relationship tool
- ③ Qualifying Customers and Needs
- ④ Identification
Module 7: Managing Key Account
- ① Bridging the gaps
- ② Value-Added Services
- ③ Keeping the Relationship Warm
Learning Outcomes
- ① Explain the place of RELATIONSHIP in managing customers
- ② Recognise the two paradigms of RELATIONSHIP in managing customers
- ③ Identify their personality, understand the buyer’s personality, and identify how to relate with them
- ④ Recognise how to build a smooth relationship with leads that they have yet to identify or meet
- ⑤ Identify the crux of Customer Relationship Management at every level of selling
- ⑥ Recognise how to maintain a relationship with unseen leads
- ⑦ Use a Sales Presentation to establish trust and cement a relationship
- ⑧ Maintain business with Key Accounts
Contact us for this in-plant training
- Address : First Floor, Front Wing, No. 19 Town Planning Way, Airtel Bus Stop, Ilupeju Anthony, Lagos.
- Phone : +234 809 630 3933 and +234 809 087 3207
- Email : ask@pausefactory.org
