Sales Essentials (Account Management)

suitable for

Employees

Suitable for Managers & Business Owners

Sales Executives

benefits

Employees - Increase customer retention & additional sales

Sales Executives - Increase customer retention & additional sales

Managers & Business Owners - Identify the skills & behaviours your team need

key learnings

Learn what it takes to be a successful Account Manager
Understand the key relationship stages you go through to be a valued supplier
Best practice principles of professional Account Management
Put together an Account Management strategy to manage opportunities, retain and develop the account
Advanced questionning techniques to identify and create customer needs
Learn how to fully understand your client's business and identify potential sales opportunities
Understand the decision making process and how to influence it
Learn how to sell across multiple departments to multiple contacts of varying levels and positions
Ranking your accounts in priority order and assessing where to focus your time
Learn how to gain buy in, build rapport, trust and credibility at all levels
How to delegate successfully to internal support teams to meet customer demands
How to deal with problems and difficult people
Creating positive relationships and experiences to retain loyalty & win more business
Learn how to deal with the different personalities and behaviours of your customers to strengthen the relationship & build rapport
Develop a winning proposal
How to up sell and cross sell to increase sales
Best practice principles for conducting and following account management meetings

Your course trainer will be Debbie Sweeney a CIPD qualified trainer and consistent top 10% National Sales Performer for 15 years which included being no 1 at National, regional and sector level during her 13 years selling to small, medium, corporate and public sector organisations for Yellow Pages and Orange.

The cost of the course includes a complimentary refresher course which can be taken within 12 months of attending the course & 3 x 1 hour tel conference coaching sessions with Debbie and the attendees from the course to provide valuable support post course to ensure maximum value and benefit is gained from the programme for greater sales success and confidence is achieved.

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