Introduction
“Your best customers are your existing customers!” Extending your customer base is necessary but also costly: telesales, visits to potential clients, correspondence, proposals and much else. Meanwhile, are your existing customers’ needs being totally fulfilled? Are you their preferred supplier for all the products or services you could supply? Can you demonstrate to them the benefits of using your company as their one stop shop?

This programme is about in depth selling through excellent client relationships; as relevant when dealing with large organisations as with small companies.

Learning Outcomes
On successful completion of the programme, participants will be able to:

• Identify the decision makers in an organisation
• Manage multiple client relationships within one organisation
• Define the difference between task and personal needs
• Exercise influencing skills flexibly and with effect
• Use the skills of questioning and active listening appropriately for each client relationship
• Plan account strategy
• Ensure delivery of agreed product/service and manage after-sales service

Programme Content
Participants will cover all stages of planning and organising an account strategy, from investigating and researching accounts through to understanding and responding to buying needs. The programme reinforces the key interpersonal skills in client relationships and importantly, how to manage internal suppliers to ensure client satisfaction

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John Seymour Associates
Newminster House
27 – 29 Baldwin Street
Bristol
BS1 1LT