Major Account Selling (Account Management)

suitable for

Suitable for Managers & Business Owners

Sales Executives

benefits

Managers & Business Owners - Retain and develop profitable major account business

Sales Executives - Retain, develop and win higher value & profitable major account business

This course will provide attendees with the skills, techniques and knowledge to sell high value-based propositions and solutions professionally and effectively. This will help minimise discounting to win and retain business and have the edge over the competition. This course is ideal for individuals wanting to retain and secure larger value contracts,sell solution or multiple products & services to one or several decision makers and influencers within an organisation.

This course is ideally suited for experienced sales people who currently work in a major account role or who are moving from selling or account managing small & medium businesses to corporate and major accounts.

key learnings

Deploy best practice methods for professional major account management & development
Create & identify client needs to uncover opportunities
Learn advanced questioning & listening techniques to identify customer needs at all levels within the organisation
Learn to create needs through alignment with your company USP's
Understand & develop strong interpersonal skills to build rapport
Assess the different behavioural styles & learn how to deal with them
Build & present a value-based proposition with high impact ROI modelling
Develop a game plan to gain stakeholder buy-in at all levels
Handle objections & negotiate successfully
Identify customer pain & use this to create compelling reasons for action
Utilise SWOT & PESTLE analysis to identify opportunity & plan approach
Provide compelling reasons why a customer should give you their business
Put together a powerful proposal & executive summary

Your course trainer will be Debbie Sweeney. Debbie is a CIPD qualified trainer and has been a top 10% National sales performer for over 15 years of which 13 years were working for Yellow Pages and Orange and attaining no 1 position at national, regional and sector level during her career. Experiences includes over ten years of selling & account managing large corporate clients and successfully selling high value and complex solutions.

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

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