Advanced Account Management in a Competitive Environment
Principles of Selling
- Strategic behaviour and practices of sales people
- Solving complex client problems
- What is client wisdom and how can you get it?
- Becoming an invaluable part of your customer’s operations
Advanced Client Strategy
- What are the guiding principles of being client centric
- What would you have to do to get all your clients business?
- What are the elements of the best client relationship you could imagine?
- How poor process can sabotage your relationship
- How to get the Clientship relationship working for your business
Differentiate Yourself as an Advanced Account Manager
- Your communication style: does it work for every client?
- Key account sales behaviours
- How key account management sales people organize their thoughts
- Case study challenge
- Being more effective in half the time
The Winning Sales Methodology
- Coaching your customer
- Owning the relationship
- Key drivers of customer loyalty
Mastering Verbal Communications
- How sales people speak and get heard
- Telling a story
- Listening: the secret weapon for high-yield selling
- Moving from telling to selling
- Verbal styles to achieve business success
Growing Account Sales and Loyalty
- How sales people define customer issues
- Using account service gap analysis
- The gaps you must identify and bridge to grow customer sales and loyalty
- Hidden challenges in how your customers and prospects define value
Selling To Executive Buyers
- How executives make decisions
- The added value you must provide
- Promises that get the sale
- Collaborative selling: a targeted strategy
- How to make collaborative selling work
Develop a Successful Key Account Plan
- Planning steps in your organization
- Customer description
- Buying process and customer needs
- Sales performance metrics that matter most
- Key Account Analysis
A Complete Learning Approach
Build new account sales and strengthen your relationships with all existing clients
- Communicate to them in their terms and preferred style
- Apply selling approaches and Clientship tactics
- Resolve conflicts before issues escalate
- Improve your client presentation abilities
- Identify and close account service gaps
