Key Account Management course
ismm account management training course - 2 days
This is ideal for sales professionals responsible for developing and retaining clients to increase revenue and strengthen customer loyalty. This course is also available In House and customised to your specific needs, industry, sectors and clients you work with.
A very comprehensive course which covers the core aspects of successful Account Management. Relationship Selling, Territory planning and Negotiation training skills are introduced in this course, we recommend you select the one day courses from the sales training courses menu which covers these subjects in detail if you require more in-depth training on these subjects.
Course content includes:
- Understanding the political issues and culture of an organisation to assess next action and approaches
- How to develop an Account Management strategy for key accounts
- Organisational structures and processes
- Prioritising accounts to maximise time effectively using the priority assessment model
- Territory management planning
- Relationship stages and how to gain Perfect Partner status with your clients
- Effective and consultative questioning skills to identify and create needs, cross sell, up sell and identify ROI to help justify your pricing and present client value
- How to present your solution using FABIE and demonstrate a strong value proposition
- Process for dealing with objections and how to overcome objections whilst maintaining rapport
- Ways to gain and test commitment throughout the relationship or contract period
- Planning and conducting effective face to face meetings to meet your objectives and avoid wasting time
- Understanding the different personality styles and how to communicate with them to build rapport
- Learn how to develop supporters at all levels within an account, access and influence decision makers at all levels
- Negotiation and influencing skills to maintain profit and long lasting relationships with clients
- Effective communication methods and how to persuade, influence and build rapport
- Managing your time to increase your sales effectiveness
- Account management skills, attitudes and behaviours
- Learn how to provide a 1st class customer service experience and turn problems into opportunities
- How to protect your accounts when a key decision maker leaves or changes position
- Ways to gain and test commitment and close the deal
- Customer engagement to gain repeat orders and referrals
Wide range of open courses start from £195+ vat per person. Contact us for more information or to book a course
