TRAINING AND SKILLS DEVELOPMENT

Managing Accounts in ‘The Critical Hour’

Who is it for?

New or experienced Account Managers, who want to build, sharpen and stretch their sales and account management skills to maximise their impact and revenues within chosen accounts. I

What is it about?

This is about account management best practice, understanding how to influence the customer in the limited time that you have, selling yourself and the company, differentiating yourself and the company from your competition through best practice account management

What will I get out of it?

• Gain a practical understanding of best practice sales and account management, tools, techniques and skills.
• Improve personal productivity, effectiveness and time management
• Quick fixes and longer-term performance improvements
• Maximise your chances of achieving your account objectives
• Personal action plan for sustained success.

Course Overview

• Understand the key elements of best practice account planning and preparation
• Identify key customer contacts and the customer’s decision making process
• Gain an understanding of all the key elements of best practice selling in face-to-face situations:
- Preparing and researching appropriately, in order to accelerate progress in customer meetings
- Professional behaviour at the beginning and throughout the meetings to impress and make an impact with customers
- Multi layer questioning to understanding customers’ needs
- Effectively identify and capturing vital information to use later in the sales cycle
- Promoting your solutions in a memorable way to raise and keep the customer’s interest
- Turning objections into sales
- Gaining commitment from the customer and ensuring that you keep the momentum going
• Action planning for sustained success
• Interaction, participation, fun and challenge

Duration:

2 action packed days, informative, consultative, participative with an evening task all designed to keep you engaged and on track for continued success.