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Training Course Summary:

A long-term customer relationship is the ultimate goal for any professional sales person. This programme will demonstrate how to achieve success by employing a strategy to strengthen opportunities by understanding the client’s business, objectives and service expectations and how effective account management can optimise client spend and loyalty.

Who Should Attend:

Anyone who wants to build on his or her ability to persuade, sell and maintain customer loyalty.

Training Course Overview/Content:

Introduction & Objectives

Understanding your account environment
• Account Manager role - Where am I now?
• SWOT analysis of an account
• Politics
• Competitive activity
• Decision processes

Creating strategic outcomes for business
• Understand the return on investment of product or service from your customer’s perspective
• Understand personal and business objectives

Account relationship management
• Review contacts within the accounts
• Communication and managing relationships

Identifying blockers
• Relationships
• Personal attitude
• Planning

Defining solutions
• Widening your vision for innovative solutions

Influencing and negotiating
• Powerful strategies for influencing others
• The importance of language
• Questioning

Action Planning
• Creating effective plans and monitoring success
• Account monitoring and review

Review of Programme