Course code: SCN2 - call 0845 071 2801
Overview
Course duration: 2 days.
Managing accounts is stepping up to a planned approach to lift sales results with existing clients. This two-day workshop will concentrate on the skills to deliver short, medium and long term growth plans to your clients.
Delegates will learn the value of developing sales with existing clients rather than prospecting for new clients.
Is it right for me?
Suitable for sales professionals who need to sell to many existing clients. This course focuses on the soft skills and rapport building techniques and assumes sales skills are already in place.
What will I learn?
By the end of this course you will be able to:
- Move towards multi-account management mindset to maximise sales potential with existing clients
- Understand your clients’ business and marketplace that they operate within and forward plan using the PESTLE model
- Adapt your process to support their working environment
- Build a network of contacts to sell more products
- Understand the value your products/services bring to your clients’ business
- Develop short, medium and long term business strategies
- Know the skills to develop
Pre-course Activity
Please bring details of two clients where business potential has been identified and client targeted for development over the next 6 months. These challenges will be discussed during the course.
What will it cover?
Accounts management
- Transactional or consultative
- Establishing a strategy
- Up selling and cross selling
The Account Manager
- Planning and record keeping
- Activities for success
- Developing the client profile
- Building relationships
The Process
- Identifying needs
- Matching client needs to product range
- Selling within the relationship
- Not a close – ongoing sales
Nurturing the client
- Be on their agenda
- Questions that work
- Expanding the network
- Knowing the clients business and market place
- Becoming the trusted advisor
Buyers are people
- Understanding the buyers criteria
- What motivates a buyer
- How they see sales
Your personal development plan
Further courses to consider
Prospecting and Networking to Win New Business