Do you speak the hidden language of B2B sales?
Would you like to learn how to
- Listen more and receive double
- Get business partners-not customers
- Negotiate more customer value for less cost
- Maximise consultative selling techniques
- Find the cheque writer
- Use questions that reveal hidden opportunity
- Reframe all problems in to valuable solutions
Then please register below.
This course provides all attendants with a supportive environment to learn, develop and practice the necessary skills to improve, negotiate and win through best practice business to business consultative/relational selling. Our facilitators have over 50 years collective experience in management roles, sales and leading teams. You are provided with a 20 page workbook, refreshments, *lunch as well as a full day of training plus the opportunity to take it further with our ongoing training programmes
Who will benefit?
Sales people who are responsible for developing and maintaining partnerships with key customers. Participants who have not received formal training in the area of strategic placement and consultative selling.
What Is the Duration?
In-house: We tailor to your needs whether it be a 2 hour presentation, half or full day training or a long term program – it’s your choice.
Open-schedule: One day (When listed on our open-schedule calendar)
*lunch is with our full day programme.
What people say about our course
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Module One:
Database and Key Account Management
This module looks at the essential database information required for effective Key Account Management.
_Generic Data Fields for Key Account Records
_Establishing the Demographics of the Database
_Strategic Data for Key Account Management
_Strategy for Maintaining and Using Database Information
Module Two:
Selecting Key Accounts
This module covers the need to sell the total package and not just the
product or service
_Selling Current Customers
_Process for Selection
_Partnership Qualification Analyser
_Choosing Your Partners
_Establishing Joint Objectives and Strategies (Business Plan)
_Understanding the Growth Network
_Understanding and Working with the Top-tier of Decision Makers
Module Three:
Developing Key Account Relationships
This module looks at concepts of key account management using points of
difference to establish stronger and more productive business
relationships.
_Implementing SWOT Analysis for Key Account Management
_Differentiation Process for Key Account Management
_Product/Service Analysis
_Competitor Analysis
_Strategic Placement for Competitive Selling
_Value Added Search
_Overcoming Price Barriers
_Establishing ROI Analysis (Return on Investment)
_Risk Management for Key Accounts
Module Four:
Communicating with Key Accounts
This module looks at how to communicate effectively with key account customers
_BRAD meetings (Business Review & Development Meeting)
_Communication Process for Key Account Selling
_Logical Progression of Questioning
_Gaining the Commitment |
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