How do you ensure that your people are spending their time with the accounts that give you the greatest reward? Too often people spend their time not with the most profitable accounts but the most comfortable relationships regardless of opportunity or potential.
This module provides an organisation with a repeatable framework to ensure that every client account receives the appropriate time and resources to generate long term, profitable relationships.
Key Deliverables / Outcomes
- A clear and objective plan across the business to influence the right stakeholders at the right time
- A detailed understanding of areas of risk and unknowns within existing accounts
- An individual account action plan to safeguard key accounts against hostile, competitive threats
Summary Agenda
- This module is based on real life key accounts
- Client Simulation - Board Room Decision Factors
- The 4 Key Strategic Account Management Questions
- The Longley Gap Model
- Stakeholder Analysis
- Formal decision making criteria and relationship Indicators
- Identifying critical business factors
- How to move the sale forward?
- Probing Techniques to eliminate GAPS and develop compelling reasons to buy
- Stakeholder Drivers
- Communication Tactics
- Setting Win-Win Objectives
- Account Footprint
- Personal Wins - Intangible Needs
- Agree account action plans
Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Advanced Sales Techniques
» Building Client Value
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» Enhanced Face to Face Selling Skills
» Powerful Negotiations
» Selling for non sales people
» Successful Networking
» Telephone Skills - Contact Call Centre
» Telephone Skills - Winning the Appointment
» Trade Show and Showroom Etiquette
» Winning Bids
» Writing Proposals
