Account Management - Building Business and Relationships
19 – 20 Nov 2020 [change course]

  1. 1: Course
  2. 2: Attendees
  3. 3: Terms
  4. 4: Confirm & Pay

Register for this Course

Duration

Interactive Live Webinars, programme of 3 x 120 minute modules

Suitable for

Anyone who currently manages client accounts or is moving into that role and those involved in business growth and development. You will gain a clear understanding of how to review, analyse and seek potential for growth within your client base or new accounts and how to cultivate and maintain long standing productive relationships.

Location

Online

Instruction Method

Ask about post-course 30 – 60 minute coaching session with Craig to review action plan progress

Objectives

By the end of the course you will be able to:

  • Read and measure your market potential
  • Identify opportunities for growth and new business
  • Define your current 'key accounts’
  • Understand the power of information
  • Understand the client decision-making process
  • Assess and improve your current methods and systems
  • Build a strategic key account plan
  • Understand consultative selling
  • Refresh and update your sales technique and tactics

Programme

Module 1: Market Potential – 120 Minutes

  • How do you identifyand value a key account?
  • Profiling and mappingyour target markets and sectors
  • Gathering and usingmarket and client data to grow your business
  • Prioritising yourtarget prospects
  • Key stages in yourclient relationships
  • How and why they makecritical decisions
  • Action Points

Practical Homework exercise

Module 2: Turning Opportunity into Orders – 120 Minutes

Review and feedback onpractical exercises

  • Mapping your keyclient contacts and identifying gaps
  • Analysing differenttypes of clients
  • Identifying and utilisingyour client’s motivation: Wants, Needs, Expectations
  • Matching your businessstory and sales pitch to your clients’ opportunity
  • The NPD structure foreffective consultative selling
  • Action Points

Practical Homework exercise

Module 3: Communication and Next Steps Planning – 120 Minutes

  1. Review and feedback onpractical exercises
  2. Relating features and benefitsto your client’s wants and needs
  3. Asking the rightquestions
  4. Effective Listening skillsand using closing questions to gain agreement
  5. Practicalexercise
  6. Building a Key AccountPlan using the proven SOSTAC model

Review, Summary and To-Do lists

Post course:

Action Planning tool to focus on the changes you want to make and how to make them stick

Duration (in days)

3
Course Price per Person GBP exc. VAT Attendees
Account Management - Building Business and Relationships
19 – 20 Nov 2020
Price per Person: £270.00 exc. VAT
£270.00
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