Detailed information
| Type: | Training |
|---|---|
| Method: | In a classroom |
| Prepares for: | Selling to Major Accounts |
| Geared towards: | All those responsible for selling to or looking after those 20%, the key accounts that make the difference. |
| Requirements: | Sales experence, the programme requires some important preparation work. Details on request. |
| Students per class: | 6 |
Do you need further information?
Contact the person in charge , free and at no obligation, for information on how to enroll, enrollment limit/availability and more.
Course program
The top 20% of accounts in most sales organisations deliver 80% of the business. This course gives a three dimensional strategy to maximise ones possibilities and at the same time teaches how to protect future business from the competition.
The biggest waste of time in selling is the deals you work on that do not turn out to be business. This course allows one to look at and qualify the opportunities in a strategic and logical way. Some times we need to step back and analyse the chances of success before we jump in with two feet and invest all those resources like time and manpower in winning the large deals that could make or break us.
Programme modules: -
Relationship Selling verses transactional selling
Slide show (Trainer presents)
Account analysis; Major Accounts are the 20% that bring in 80% of business
Continuous Customer Contact on the 20% – controlled, planned and reported
Customer response modes.
What is your customer’s perception? We discuss the four different modes of perception.
Which two can we sell to and what to do about the two we can’t!
Influencers and controllers in your customers:
The main four and the other three, and the role of the coach
Influencing the influencer, how well are you known? Have you partners & friends, allies & supporters or just contacts & buyers?
Tactics we can use for influencing the influencer
Evaluation Sheets and Client Plans:
We draw some ‘Charts of influence’, actual customers, two each – exercise
Rating and Evaluating:
Evaluating your influence with the people that matter the customer.
Who and where is the veto person in this customer.
Action plans:
Summary, scores, end of course.
The biggest waste of time in selling is the deals you work on that do not turn out to be business. This course allows one to look at and qualify the opportunities in a strategic and logical way. Some times we need to step back and analyse the chances of success before we jump in with two feet and invest all those resources like time and manpower in winning the large deals that could make or break us.
Programme modules: -
Relationship Selling verses transactional selling
Slide show (Trainer presents)
Account analysis; Major Accounts are the 20% that bring in 80% of business
Continuous Customer Contact on the 20% – controlled, planned and reported
Customer response modes.
What is your customer’s perception? We discuss the four different modes of perception.
Which two can we sell to and what to do about the two we can’t!
Influencers and controllers in your customers:
The main four and the other three, and the role of the coach
Influencing the influencer, how well are you known? Have you partners & friends, allies & supporters or just contacts & buyers?
Tactics we can use for influencing the influencer
Evaluation Sheets and Client Plans:
We draw some ‘Charts of influence’, actual customers, two each – exercise
Rating and Evaluating:
Evaluating your influence with the people that matter the customer.
Who and where is the veto person in this customer.
Action plans:
Summary, scores, end of course.
Do you need clarification regarding the course program?
Contact the person in charge , free and at no obligation, for information on how to enroll, enrollment limit/availability and more.
Course location
- 47 Longshot Industrial Estate, Longshot Lane, Bracknell, Berkshire, - RG12 1RBorough of Bracknell Forest (England)
J. H. Training Services
Most of our training takes place in client company on site.
But for courses for up to six delegates we can use our board room at: - J.H. Training Services
47 Bracknell West Trading Estate, Longshot Lane, Bracknell, Berkshire, RG12 1RL.
Please call John on 01189 733417 for details.
But for courses for up to six delegates we can use our board room at: - J.H. Training Services
47 Bracknell West Trading Estate, Longshot Lane, Bracknell, Berkshire, RG12 1RL.
Please call John on 01189 733417 for details.