Who should attend

The program is for account management, client services  & business development executives - and  managers - in organizations whose core product is professional service - such as accounting and financial consulting; legal services; consulting (Management, IT, HR, Training, etc); architecture, engineering and construction; as well as PR, marketing and advertising.

The approaches, strategies and tactics covered in the workshop are equally applicable to organizations that depend on service excellence for competitive advantage (such as banks, transportation companies, hotels, hospitals, educational institutions, telecom firms, airlines, manufacturing companies, etc)

Benefits of the program to your firm

This program will help you to:

§        Implement service strategies for competitive advantage

§        Gain new clients & deepen relationships with the existing ones

§        Turn a single sale into a lucrative relationship

§        Increase customer satisfaction and retention

§        Navigate cross-functional issues involving marketing and other departments such as operations and HR

Workshop dates

§        March 25 - 26, 2009  - Lagos

§        April 8 – 9, 2009  - Abuja

Venues

§        Lagos: LRC, 9 Anifowoshe Street, Off Adeola Odeku Street, Victoria Island

§        Abuja: Space Business Connect, opposite NACA, Central Area, Abuja

Overview of what nominees  will learn

§        Service blueprinting – a tool for describing, designing and positioning services

§        Using the Gaps model to design and manage service promises

§        Relationship development strategies:

Proactive lead-generation strategies that work in Nigeria ! How to identify and convert the people with influence in any account !  How to build rapport, the foundation for trust  !  How to Identify and influence a client’s decision criteria  !  Questioning techniques that work for uncovering needs !  How to craft compelling solutions and proposals  How to (and how not to) use the phone for selling professional services !  How to ask for commitment for new business !  Strategies for responding to objections ! Handling disenchantment during implementation

§        Negotiating Service Level Agreements

§        Your sales funnel & how to proactively manage it

§        Measuring customer equity & return on marketing investment

Fees

N52, 500.00 for the first participant and 10% discount for each additional participant from the same firm (covers tuition, lunch, coffee and snacks for both days).

About Answerbank

Answerbank Sales Academy provides organizations and individuals with structures, processes and competencies for increasing their sales productivity and revenue. Our training programs are couched in the PROACTIVEselling® methodology which features effective skillsets for identifying opportunities, targeting buyers, increasing forecast accuracy, and reducing both the cost of selling and the pressure to lower prices.

Registration deadline & session policy

Answerbank has no registration deadline; however, since classes fill up, it’s best to register early. We reserve the right to cancel any session that does not meet the minimum number of registrants required to ensure a quality learning experience. If a session is cancelled out of lack of minimum attendance, registration fees will be refunded in full

Registration procedure

1.       Send details of your nominees and the program date of choice with the appropriate payment to Answerbank Sales Academy Ltd, 20 Oyekan Road, Apapa, Lagos; or

2.       Complete the registration form online at www.answerbanksalesacademy.com/Training Registration.htm or  www.smeclub/answerbank

If you need help with registrations or if you need more information, please call 01 – 8795443 or 08055068791.

Thank you.

Yours in Sales Performance Improvement,

Philip Onoh

01 – 8795443 | x@answerbanksalesacademy.com

Learning & Development Executive