In this two-day account management training seminar, through practice,
you will learn how to develop selling strategy mix for key account that will save you time, money and hassles by identifying the right account and project how to move them along the pipeline quickly, who will win!
Have you ever met the following circumstances while handling a key account?
- I’m hard-working enough. But when I face a key account, I don’t know how and where to use my energy and how to close the deal.
- When I handle with a key account, so many people are involved in the buying process. They have many choices, many processes and I don’t know what they’re really caring about. Why do they change mind again? Why the key person has no time to meet me? I don’t know.
Program Features:
- Very simple, clear and useful Models help you to put ideas into shape
- Practical tools for you to use
- Discuss your real sales case in the seminar
Advantages over the similar courses on the market:
- Logically comprehensive
- Practical
- Easy to follow up
How you will benefit
- Create tailored sales plans, manage major accounts and optimize input and output
- Identify the key persons and know how to influence them
- Not only win business, but also build partnership
- Increase penetration and get referrals to add new accounts
What you will cover
Introduction
- The significance of strategic selling
- The steps of successful strategic selling
- Set sales target
- Analyze customer relationship
- Evaluate customer needs
- Identify win odds
- Design account strategy
- Take tactical action
The start
- Define your goal and your objective of each movement
- Identify influential factors
- Use green-light /red-light to evaluate
Account analysis and evaluation
- 4 types of buying influencers and the effective ways to deal with them
- Individual needs vs. organizational needs
- Analyze advantages and disadvantages
Identify win odds and design account strategy
- Observe the competition
- Develop the strategy
- SWOT analysis and winning movements
Develop action plans
* Sequenced by surname alphabetical order.
“This course helps me to think differently and to handle complex situations.”
“The course is vivid and attractive. The trainer is knowledgeable and experienced. ”
“Very clear logic and well-arranged structure.”
“Knowing the distinguish between simple and complex sales helps me to deal with complex sales better.”
“Materials and activities are well designed. The program is typically for key account selling.”