Advanced Selling Skills - Account Development
One-day course
Your team has been successful in capturing
 new
business and now you wish to ensure that they
realise
the potential revenue
in those new accounts by building profitable
relationships.
Professional management of major accounts is
crucial to the long term success of a business, maintaining and developing
those relationships can generate the consistent repeat
business that forms the basis of achieving your team target.
Advanced Selling Skills is a two day programme
that gives your team the knowledge and skills to plan and implement key account
development strategies. Your team will see the
practical
benefits immediately by working on examples from their own
portfolios.
The course includes:
- Differences - new business and
account development
- Role of the account manager
- Prioritising your accounts
- Understanding your position in the market
- Sales cycle in account development
- Planning an Account
Strategy
- Setting Objectives
- Analysing potential
- Profiling the organisational structure
- Relationship Building -
Consultative Selling
- Why relationship building is important
- Steps in successful relationship building
- Buyer motivation, identifying real benefits
- Dealing with Decision Making
Units
- Identifying the players and their roles
- Networking skills
- Proposing Solutions
- Tailored solutions to real needs
- Proposals that win business
- Seeing the sale through
- Teamwork
- Briefing colleagues on the account
- Securing internal resources
- Planning a team approach
|
