Experienced sales people and their support team will benefit most from this course. Sales participants should already be competent in communication and persuasion skills. Most of the delegates should be field sales people who are responsible for account management. This course helps pre-sales support staff fulfil their team role more effectively. Others who regularly participate in key account sales such as line managers, bid team members, marketing, and technical people will learn how they can contribute more to success with large accounts.
- Improve business success and predictability - Build stronger high level relationships - Predict and counter the efforts of competitors - Increase sales productivity - Reduce sales cycle times
Peak Performance - Understand what sets top Account Managers apart from their peers. Learn the seven most common characteristics and behaviors of the worlds leading large account teams.
Create Concise Account Plans - Save hours of work preparing account plans yet make them a more informative and effective tool for focusing resources and driving large account success.
Taking the Initiative - Take the risk out of high value, complicated sales. Get your prospect on your side, right from the beginning. Take control and keep it. Learn how to make your planning work for you.
Organizational Insight - Identify the right people, those who will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.
Power of Choice - Learn how to recognize individual decision-making styles. Take account of personality differences that affect the decision making process.
Who Really Decides - Follow a repeatable method to discover each step in a customer’s decision-making process, and how it will be taken.
Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar accounts.
Effective Relationships - Recognize your status with everyone involved and know what you should do about it. Learn how to identify unique value and present it to each individual.
Call High - Learn a proven method for getting the attention of board members. Get a positive response from the directors you approach. Gain access to the most important people in a sale and know what to say when you meet them.
Choosing What to Do - Use a proven quantitative analysis tool to prioritise opportunities and make better use of resources. Always know what you need to do next to drive a sale forward.
Lessons of Warfare - Learn the lessons history teaches, about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
Competitive Counter Tactics - Recognize competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.
Expose your own Vulnerability - Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
本课程名称：Advanced Account Management Program | 先进的大客户管理项目