Further Details
How to identify key accounts: customers and non-customers.
Understanding the buying process.
The key elements of strategic selling.
Understanding the organisation.
The corporate buying influences.
How to make sure you have covered every buying influence.
Identifying strengths and weaknesses in your relationship.
Using questions to stimulate needs.
Uncovering implicit needs.
Understanding the buyer.
The factors that motivate buying decisions.
Adapting our approach and proposal to the buyer’s personal style.
Servicing clients.
Devising a Key Account Plan.
Guide price
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