The Complex Sale: Managing Key Accounts
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
In this workshop you will learn how to: analyse your current position with regard to an account. Think through possible alternate positions. Decide on the options and sales activities open to you. Determine which position would best secure your objective and devise an action plan to achieve it.
Who Should Attend?
This course is aimed at experienced salespeople who need to generate more business from major accounts or who need to find ways to navigate around complex buying networks.
Duration
Two days
How to identify key accounts: customers and non-customers.
Understanding the buying process.
The key elements of strategic selling.
Understanding the organisation.
The corporate buying influences.
How to make sure you have covered every buying influence.
Identifying strengths and weaknesses in your relationship.
Using questions to stimulate needs.
Uncovering implicit needs.
Understanding the buyer.
The factors that motivate buying decisions.
Adapting our approach and proposal to the buyer’s personal style.
Servicing clients.
Devising a Key Account Plan.
