SOLUTION BASED SELLING

Harness The Psychology of Managing Key Accounts

Overview
Key accounts and key account management are critical to an organization's continued success or failure.
It is the larger order or longer-term contract from a key account that can smooth out cash flow and create significant profit potential. Multiple relationships management, networking and strategic planning are all crucial skills needed to maximize and maintain the potential of key accounts. The ability to sell & manage key accounts effectively must be motivated and instilled into an individual's belief system in order to maintain long-term results.

Drive and Passion make the difference for Peak Performance in Sales and After-Sales Service. Instead of assuming that each individual should develop a specific selling style, we use the strengths of his own style and cultivate that to achieve maximum results. We discover the skills that breed confidence and passion for each sales type and give them the tools to maintain consistent drive, credibility, and direct motivation.

This key account management training course provides delegates with practical and effective strategies to ensure that key account relationships are nurtured into highly valued partnerships. A strong focus will be placed on relationship building and the skills needed to protect key accounts from competitor attack. Individual coaching, self-appraisal and role-playing will ensure maximum participation and learning.

You will learn the necessary application models from the Directive CommunicationT methodology and apply them together with the proven account management frameworks developed by The Sales Psychologist, to select & harness the most appropriate approach to secure increased and profitable business from your key accounts.

   
Who Should Attend

Key account executives, account managers and those who are progressing into a key account management role, or who have limited experience in managing accounts.