Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details

If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654

KEY ACCOUNT MANAGEMENT Reaching the highest level of sales performance requires not only effective sales techniques but also excellent relationship skills. Developing the optimal positioning with customers and prospects is crucial to success. This two day programme shows participants how to motivate people to work with them, react positively in high pressure situations and influence difficult customers.

Who should attend?

Enhance the relationships they are building

• assess their behaviour and perceptions more accurately
• develop influencing power and persuasiveness
• use the most effective responses in high pressure situations

Objectives

By the end of the course participants will be able to:

• develop a strategic approach to managing your most important accounts
• identify the key activities and added value that successful account managers must bring to a customer

Programme Content

Sales strategies that make a difference:

• future pacing
• perceptual positions
• selling by point of dissatisfaction
• 3 steps to close

Developing flexibility

• identifying your preferred communication style
• decoding the communication style of your customers
• ‘tuning in’ to your customers
• developing deep rapport
• establishing trust and co-operation

Powerful influencing

• adapting your approach to the customer’s buying motivation
• matching the benefits of your product/service to the interests of the customer
• challenging the customer’s perspective

Driving the relationship towards collaboration

• the dynamics of collaboration
• managing your sponsors in the organisation
• four strategies to improve collaboration
• creating ‘excitement’ in a highly collaborative relationship

Preserving the sales relationship in difficult situations

• getting out of ‘deadlock’
• expressing exacting demands, specific requirements and expectations without endangering the relationship
• reacting to criticisms and reproaches