Key or Major Accounts are often responsible for the core profit and turnover in most companies, so maintaining and developing these customers is vital to ensure the long term growth and success of your organisation.
This course provides the opportunity to review your current approach to the development and management of your Key Accounts, as well as encourage you to challenge your existing Key Account strategies and techniques through discussion, debate and solid principles.
The programme is practical and participative. Your attendees will take away a robust Key Account methodology that they will be able to apply across their high priority accounts, including a plan for future growth. We will also look at the time allocated to working with existing Key Accounts and the methods required to identify and develop your Key Accounts of the future.
All delegates receive a comprehensive manual which covers all aspects of the course and is ideal for future reference.
• How to review your current Key Account strategies
• Techniques for developing your Key Accounts
• Focussing your time and sales effort
• Defining key objectives
• Creating a Key Account plan
• Managing key relationships
• Using LinkedIn and other tools
• Developing an influencing strategy
• Identifying and assessing risk in Key Accounts
• Strategies for dealing with competition
Attend Negotiation
Experienced Sales Professionals who are responsible for developing and maintaining relationships with Key Account customers and/or developing the key Accounts of the future.
Comprehensive training programs designed to elevate your team's sales capabilities and drive measurable results. These can be customised to your exact requirements, based around your own sales models and organisation
Build a foundation of essential sales techniques that your team can apply immediately. Our proven methods focus on real-world application rather than theory.
Master the art of negotiation to close deals with confidence and achieve better outcomes. Our training equips your team with practical techniques for every negotiation scenario.
Develop effective leaders who can motivate and guide their teams to exceed targets, as well as strategies for building high-performing sales departments.
Develop the skills to effectively profile and develop you Key Accounts, to ensure there is a strategic plan and a business development staregy
Develop the skills to effectively profile your buyers into distinct catagories and be able to adapt your style to a wide range of different customers as requires
Develop effective Presentation skills to deliver ket sales messages across various mediums to face to face presentations, conferences, events, virtually and one to one