Major Account Selling (New Business/Acquisition)

suitable for

Suitable for Managers & Business Owners

Sales Executives

benefits

Managers & Business Owners - Win higher value contracts & grow existing major accounts

Sales Executives - Win more higher value contracts & grow existing major accounts

This course will provide attendees with the tools, skills and knowledge to increase sales closure hit rate and secure larger value contracts from major accounts through a strategic and consultative sales approach. This course is ideal for individuals who want to secure higher value contracts or sell multiple products or services. This is an excellent course also for those moving from selling to small and medium business to selling to corporate clients as the sales skills required are different and a more strategic and consultative sales approach is needed to be successful in selling in a Corporate environment.For even the most experience and successful sales people this is an excellent course to practice all sales skills in as real to life situation as possible and an ideal refresher. An ideal course also for Major Account Managers who wish to secure additional business from existing clients.

Attendees will gain training and practical experience of the 3 stages - identify the customer needs, present the solution, negotiate & close. Working in teams attendees will then conduct the 3 stages in a customer scenerio to a panel of decision makers. The customers are played by actors from buying and selling backgrounds to ensure a true to life experience as possible is provided.

key learnings

Understand the Corporate environment sales & customer buying process
Learn the vital preparation needed for your first call for a large sale opportunity
Know when to close & the different techniques to close successfully & ethically
How to gain commitment at all the different stages of the sales process
Win over the stakeholders,understand their importance & business drivers
Understand the decision making process and how you can influence it
Form lasting relationships through win- win negotiating & low cost trade offs
Learn how to handle and deal with objections
Build rapport, trust and credibility with your customer
Advanced questioning and listening skills to: identify customer needs, align your unique selling points to their needs,assess opportunity and potential, handle objections ,negotiate and close the deal
Put together a deal analysis to assess your action plan to win the business
Learn powerful questions that identify potential obstacles or customer concerns you need to address early on in the sales process
Understand the key principles for effective negotiation

Your course trainer is Debbie Sweeney, Debbie is a CIPD qualified trainer & has been a Top 10% National Sales performer for over 15 years of which 13 years were working for Yellow Pages and Orange. Debbie has successfully sold to corporate private and public organisations for over 10 years and won Orange's largest revenue contract in1996 with a major bank & has gained no 1 position at National, regional and sector level.

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 tele conference 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 programmeand greater sales success and confidence is achieved.

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