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Key Account Management

Introduction:

Your existing clients are a rich source of new business. Losing a client is expensive in time and money and reputation. Maintaining long-term profitable relationships is the secret of success.

Aim:

To form long lasting and profitable relationships with clients.

Method:

Experential learning: a combination of:

  • Role plays
  • Reviews that stimulate feedback and disclosure
  • Short theory sessions that teach Sales Process
  • Individual Action Plans

Contents:

  • The Structure of a Business. Organisational Charts
  • Client Audits and Needs Analysis
  • Maintaining good client records
  • Obtaining 3rd party references and internal introductions. Networking
  • Following up leads
  • Building a prospect bank
  • The Sales Sequence
  • Writing proposals: SPIN technique Situation, Problem, Implication, Need
  • Producing high energy to attract sales. Positive mental attitude
  • The Golden System: Contact: link: relationship: system: gain
  • Basic Neuro-Linguistic Programming (N.L.P.)
  • Building long term relationships
  • Implementing Systems that add value

Outcomes:

By the end of the course delegates will

  • Be able to build trust and rapport with key clients
  • Be able to carry out needs analyses and make recommendations
  • Keep good customer records
  • Be familiar with all aspects of the sales cycle
  • Be self-motivated and build high self esteem and credibility
  • Write clear proposals geared to customer needs
  • Maintain high energy levels and high productivity
  • Have good relationships and communications with other departments
  • Optimise to the maximum the sales opportunities
  • Win the trust and confidence of customers and be their first choice preferred supplier 

Target Audience:

Sales Force and all customer facing staff

Course Duration:

3 days

Investment: £225 per delegate day.

Booking:

Phone: 01286 660330
Fax: 01286 660921
E-mail: info @ teaminternational.co.uk

Enquire about the Key Account Management course 


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