SALES COURSES

Once you have won the account it is very important that this hard won business is given the high status it deserves, (it costs approximately six times more to get new business than it does to keep your current customers).

This part of the programme concentrates on key account management giving delegates ideas and tips to stimulate new conversations with long-term contacts and to build strategies that turn clients into business partnerships.

Benefits to you

- How to gain entry into the organisation and implement your account strategy

- How to build successful relationships within the organisation

- How to manage multiple relationships

- Negotiating by influence and integrity

- When and how to say no within the service circle

- Measuring and monitoring your service for success

Who should attend?

This course is ideal for new account managers and executives responsible for major accounts, or those with some experience but no formal training.

Content to include

- What makes an effective account manager

- The C.A.R.E. principal

- Techniques to earn respect

- Analysis of your position

- Key decision making factors

- Understanding the decision process

- Relationships with key decision makers

- Networking

- Matching ideas to accounts

- Developmental questions

- Understanding personality styles