Course Objectives Delegates Will Learn Course Details Book Online

Major Account Selling

Two Days

Whatever your organisation sells it is likely that 80% of your profits come from just 20% of your customers. These customers are your key accounts.

Two strategies will make or break profits in the next decade: firstly, focus your principal sales effort on your major accounts and secondly, train your sales people in major account sales skills.

This major account selling course is designed to give your sales people all the necessary skills to make LARGE sales to LARGE customers. Many companies have been transformed by their sales team learning and using these techniques.

In the larger sale you go from single to multiple decision makers, most of the selling takes place when you’re not there, competition is greater and you must lower the perception of risk. The course looks at each of these areas in detail.

Designed as an advanced level programme for experienced sales people, the course clearly emphasises the dual goal of making the sale and developing the account relationship.

Because the potential profit is larger in major sales, even a small improvement in performance will justify attending many times over.

Course Objectives At the end of the course participants will: Understand the different skills required to make larger sales.   Be able to use strategic planning to analyse the customer’s organisation and ‘cover the bases’.   Be more effective at positioning their company as the favoured provider of a required solution.   Have an action plan to implement when returning to their accounts.

	Delegates Will Learn
How to identify a major account.   How selling is changing. The difference between selling and account management.   How to unravel the organisation’s structure and ‘politics’.   Entry strategy. How to plan your approach. How to set call objectives.   How to sell to multiple decision makers.   How to analyse the customer’s buying cycle.   How to use ‘gap analysis’ to uncover the gap between where the customer is and where they want to be/could be. How to widen the gap.   How to maintain motivation in the longer sales cycle. How the relationship affects the decision. The importance of personal positioning.   How to sell against competition. You have uncovered and built the requirement, competition now emerges.   How to ensure the sale you’ve worked for remains your sale.   How to reduce the perception of risk.   How to present your proposals. How to get action. How to close.   The importance of implementation. How to turn a satisfied customer into a source of further business.   How to become a profit improvement specialist by reducing customer costs or improving revenues. How to use return on investment (ROI) selling.

	Course Details
Dates: 22-23 October 2008 10-11 December 2008 Times: Day one: 10.00 am - 6.00 pm Day two: 9.00 am - 5.00 pm Fee: £945 + VAT Course location: London, Kensington