open programmes > sales training programmes > major account selling
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.
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- 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.
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- 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.
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| 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 |
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Tailor this programme +44(0)20 7381 6233
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For further information
complete our enquiry
form or call our team of learning advisers
on +44 (0)20 7381 6233. |
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