PROGRAMME OVERVIEW

THE HEART OF FIELD SERVICES

…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   reason 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, thus Customer Advocacy.

This program is designed to identify the intricacies of Managing Relationships at all levels of Selling Process (whether lead generation, prospecting, presenting, identifying customer’s needs, handling  objectives) 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 analyze the strength 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 with different types of people.

Who should attend

Sales and Marketing team members including business  development  officers

Programme Fee

₦ 75,000 Per Participant. Group pricing is also available

Duration

2 Days

Modules can be adjusted to fit your specific training need and timing

Learning Outcomes

In this training, participants will be able to:

  • Explain the place of RELATIONSHIP in managing customers
  • Recognize the two paradigm of RELATIONSHIP in managing customers
  • Identify their personality, understand buyers personality and identify how to relate with them
  • Recognize how to build smooth relationship with leads that they are yet to identify or meet
  • Identify the crux of Customer Relationship Management at every level of selling
  • Recognize how to maintain relationship with unseen leads
  • Use Sales Presentation to establish trust and cement relationship
  • Maintain business with Key Accounts

Module 1: Elements of  Selling

  • Selling and the Psychology of Buyers
  • Differences between Sales and Marketing
  • Intricacies of Selling Product vs Services

Module 2: Deciphering Customer “RELATIONSHIP” Management

  • The 2 Categories of “CRM”
  • Analyzing the Global CRM Statistics
  • The MYTH of “Product/Service Quality” and Sales Success
  • “FEELING” as your success indicator

Module 3: Relationship Management in Lead Generation and Lead Management

  • Lead Generation Process
  • Lead Management Process

Module 4: Prospect’s Relationship Management

  • Qualifying Prospects
  • Managing the “Relationship” Parts of Prospecting
  • Understanding Prospect’s Personality Types

Module 5: Personality Profile Analysis

  • Identifying your personality and its effect on Selling
  • Developing Strategies for Personality Improvement
  • Identifying the “HOW” to sell to different Personality

Module 6: Building Relationships through

Presentations

  • Making an enchanting first Impression
  • Your presentation as a relationship tool
  • Qualifying Customers and needs
  • Identification

Module 7: Managing Key Account

  • Bridging the gaps
  • Value Added Services
  • Keeping Relationship Warm

A CROSS SECTION OF OUR CLIENTELE

Contact us for this in-plant training

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