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Make the most of customer relationships with account management training. Turn customers into business partners who help generate more revenue and new customers.
Reinvent your customer relationships. Set yourself on the path for more sales and more certainty in an increasingly competitive world.
This course offers new ways to renew sales momentum and business success. Everyone knows that it is easier to sell to existing customers than new ones. Are you making the most of your customer relationship opportunities? Selling more to Sold Customers provides you with a tool for quantifying your status and recognising intangible customer value.
Participants on this course learn how to position themselves and their
company, centre stage through establishing senior level relationships and
expanding presence across departments.
Who Should Attend
Sales people and account managers who are tasked with maintaining and
developing existing customer relationships.
- Understand customer organisation and culture
- Plan account management activities
- Expand access to senior people
- Understand and articulate business contribution
- Expand or establish presence across customer organisations
Understand the customer
Organisation
Business drivers
Culture
Establish your Status
Analyse the strength of customer relationships
Assess your company’s contribution
Identify opportunities
Establish High Level Contacts
How to get the attention of senior people
What to talk about when you get a hearing
How to become a strategic business partner or trusted advisor
Use Planning and Preparation
Understand the lessons of customer history
Identify future opportunities
Prepare your position in advance
Expand into different departments or divisions
Develop the right relationships
Unseat competitors
Including needs assessment and pre course consulting allows us to customise the programme to match your circumstances and needs.
Ten days before
the course, participants gain access to the course resource directory, via a
private area of our web site. This provides for pre course preparation and
helps us to spend more time in practical exercises during the course.
Throughout the day, participants are involved in discussions and exercises.
They test methods and principles to prove their value and try out what they
learn in exercises designed to
connect learning with the real situations faced in selling to sold
customers. The range of frameworks, tools, and techniques can be used immediately
to increase sales success in established customers.
Sell more to Sold Customers is fun, challenging, and effective in helping
experienced sales people and account manager, increase sales. We guarantee
an enjoyable day that leads to renewed confidence in ability to sell more to
customers who have bought before.
