ACCOUNT MANAGEMENT

How to manage large and complex accounts...

This practical workshop develops account management skills whether you are in a sales role or managing clients in the public sector. Through a series of group exercises, theoretical situations, video case studies and discussions, you’ll understand more advanced skills of selling. You’ll be able to put the skills into practice straight away. Each participant receives a workbook filled with proven techniques, good ideas and practical exercises.

Topics include:

• Prospecting Techniques
• Questioning Techniques
• Identifying the Real Buyer
• Account Review/Red Flags – Keeping the Opposition Out
• The Sales and Buyer Cycles – Knowing What to do When
• Looking for Win: Win – Ensuring Future Business
• The Sales Funnel – Keeping the Prospects Moving Through
• Looking for “Good Business” – Your Ideal Customer Profile
• Building Strong Customer Relationships

Facilitation

Our trainers have years of experience in sales, sales management and sales director roles. They use a range of training methods with a strong focus on incorporating different learning techniques to ensure the success of each training event. Our training is highly interactive. Small class sizes allow for maximum learning.

In House Delivery

We can tailor the program to meet your people’s particular needs. This can be a stand alone training event or part of an ongoing staff development strategy.

This is an ideal course for groups of 8 to 16. We are flexible about when and where we deliver training and will fit in with your needs. We can also include individual coaching if required.

Course Modules

Advanced Prospecting Techniques

• Marketing Vs selling
• Networking
• Top Cover
• Strategy vs. tactics

Buying Influences - Covering the Bases

• Buying Roles
• Technical buyer
• Recommender
• Coach
• Economic buyer

Account Review - Keeping the Opposition Out

• Who should review
• How Often
• Review process

The Sales and Buying cycles - Knowing When to Close

• Sales cycle
• Buying cycle
• Personality types
• Closing techniques

Looking for Win: Win - Ensuring future business

• Customer expectations
• Negotiating skills
• Win/lose matrix

The Sales Funnel - Keeping the Prospects Moving Through

• Closing your best few
• Allocation of time
• Sales forecasting

Looking for "Good Business" - The Ideal Customer Profile

• Demographics
• Psychographics
• Company culture
• Creating your ideal customer profile

Managing a Sales Territory - Securing a Permanent Income

• Deep or wide
• How often to contact
• Leveraging your time
• Relationship building and maintenance
• CRM tools

For further information about Customer Service skills training, feel free to contact our customer service expert, Debby on 07 3264 5864 or email her at debby@teamocracy.com