STRATEGIC SELLING
The essential sales course for Major and Key accounts. An advanced strategic approach to measure the opportunity, and ensure you only invest in the business projects that you have a chance of winning.
The evaluators measure 25 areas of importance in the interface with any client. This system will highlight (red flag) areas in need of work to ensure the retention of these clients.
Before commiting to this course please ask yourself the following: -
Ultimate programme in major accounts management
Key influencers change in companies, more now than ever before! The senior managers might be the same, but who are the real internal influencers today? Do your sales people realise they will not always be the established or obvious people with the important titles?
Key influencers are to be found within most successful companies; they may be… the top salesperson, the innovative product manager or the specialist IT wizard but they all have one thing in common, they move and shake from within. They may be at the lower end of, but are still an important part of the real Powerbase, most of which is not readily visible to the untrained salesperson.
When the movers and shakers pull together they get what they want, they have the power to change things, including your future. Your salespeople if you want to retain, let alone increase your business with a Major Account, must learn to find, meet and influence all of the Powerbase.
Our two-day programme will help even the most experienced sales people to raise their skills to greater heights. It will improve their, insight, motivation and confidence, deliver greater levels of productivity by focusing on only what really matters and then doing these things right.
The programme includes a number of innovative modules that help secure a competitive advantage for all attending. One way we do this is to discuss the politics and personalities in selling, then show how to establish the right relationships with the people who are powerful enough to influence future orders.
Once on board, some of these influencers become the ‘coach’, a term we explore in training.
The course helps salespeople become more competitive, capable of strengthening their position with the customer, while at the same time weakening the competition.
COURSE CONTENT
Please apply for details, including the two day agenda, sent direct to you by email.
MAIN COURSE DELIVERABLES / BENEFITS
Ask yourself these questions then judge for yourself if you or any of your senior salespeople or Major Account’s team needs professional training in this important field. If you can answer over 60% then you have either read up about it or been on a simular course. If so great but can you put it together and make it work in the work place like this programme enables you to?
The evaluators measure 25 areas of importance in the interface with any client. This system will highlight (red flag) areas in need of work to ensure the retention of these clients.
Before commiting to this course please ask yourself the following: -
- Do you or your salespeople meet and discuss mutual progress with the right people within all your important clients?
- How do you check that all the ‘Sales Powerbase’ is being included in important business discussions?
- How do you qualify your business? Can you really measure then judge that you are not wasting you valuable time and company resorces with that large enquiry/opportunity?
Ultimate programme in major accounts management
Key influencers change in companies, more now than ever before! The senior managers might be the same, but who are the real internal influencers today? Do your sales people realise they will not always be the established or obvious people with the important titles?
Key influencers are to be found within most successful companies; they may be… the top salesperson, the innovative product manager or the specialist IT wizard but they all have one thing in common, they move and shake from within. They may be at the lower end of, but are still an important part of the real Powerbase, most of which is not readily visible to the untrained salesperson.
When the movers and shakers pull together they get what they want, they have the power to change things, including your future. Your salespeople if you want to retain, let alone increase your business with a Major Account, must learn to find, meet and influence all of the Powerbase.
Our two-day programme will help even the most experienced sales people to raise their skills to greater heights. It will improve their, insight, motivation and confidence, deliver greater levels of productivity by focusing on only what really matters and then doing these things right.
The programme includes a number of innovative modules that help secure a competitive advantage for all attending. One way we do this is to discuss the politics and personalities in selling, then show how to establish the right relationships with the people who are powerful enough to influence future orders.
Once on board, some of these influencers become the ‘coach’, a term we explore in training.
The course helps salespeople become more competitive, capable of strengthening their position with the customer, while at the same time weakening the competition.
COURSE CONTENT
Please apply for details, including the two day agenda, sent direct to you by email.
MAIN COURSE DELIVERABLES / BENEFITS
- A well proven method of identifying the different influencers in the customer.
- How to position yourself with the real decision makers and ease away from the ones with delusions of authority
- What to do to influence these final decision makers to win and most importantly to keep their commitment ahead of your competition.
- How to ensure that you are positioned well with the four different types of ‘Buying Influences’ in every major account or large sale. We develop partnerships and rate our chances in each client, which improves our forecasting.
- The biggest waste of time in selling are the deals you work on that do not turn out to be business. Here we learn how to spot the two Buyer Modes or Attitudes that mean a sale is possible, and the two that mean it’s “Just not going to happen.”
- The location and development of effective Coaches within and outside our Clients.
- We identify and learn how to deal with the veto man or woman.
- We use a proven method to rate the individual influencer’s perceptions of us.
- We aim to build solid strategic alliances and act to prevent sales from being sabotaged from within our customer.
- By mapping each of our top clients/prospects, one each per chart, using competitive matrix we identify and draw up our strengths and flag our weaknesses in each.
- Valuable information is entered into a client influencer’s chart.
- On the above we develop an action plan for each of the accounts worked on, basing actions around the flagged and other focused areas.
- Live examples are worked on and presented on the second day of the course and critiqued by fellow delegates.
- Better records and action plans for all major accounts in the salespersons area will then result. Clients usually aim eventually to cover the 20% of accounts that produce 80% of the total business.
- In all a valuable and well proven structure is delivered that can be reproduced throughout the business fitting in with whatever system is already in place that works well in company.
Ask yourself these questions then judge for yourself if you or any of your senior salespeople or Major Account’s team needs professional training in this important field. If you can answer over 60% then you have either read up about it or been on a simular course. If so great but can you put it together and make it work in the work place like this programme enables you to?
- How much business in percentage terms do your two top customers bring in out of the total company turnover?
- What are your strategic plans to secure and increase on this business?
- How do you assess your position compared to the competition?
- Do you salespeople really pipeline or just pretend to?
- What should/do your salespeople do to pipeline, and expand new business opportunities in that client?
- Do you know how many different types of influencers there are in all your key accounts?
- If so, how many types can you name?
- How many influencers in the top clients ‘Power Base’ do account managers and other people in the team see every month?
- How many days per month do your internal ‘non sales’ departmental heads visit key accounts?
- How many times a year do the top management meet with the ‘vetoman’?
- How much of the total sales turnover comes from people and businesses you have already done business with?
- How secure is the business you do with your top ten customers?
- Do you have easy to read one page matrix of personal details on all the people that matter in your top accounts?
- How do you measure how the customer rates you in comparison to your competitors?
- What are the 4 Client Modes or Modes of Perception?
