Sales Key Account Management Training

key learnings from this course include:

Learn what it takes to be a top sales person
Behaviours to demonstrate to build rapport & trust with clients
Research methods and sources to build credability with customers and find 'hooks' for what you offer
How to create opportunities through external factor knowledge
Learn how you can turn a potential customer problem into an opportunity for what you provide
Understand the business and personal drivers of your decision makers
Develop a winning 'pitch' to grab attention & increase your sales success with the different decision makers
Gain tips to generate business easily
Calling tips and techniques to increase your success
Learn methods to easily turn cold calling lists into warm leads
Learn how to structure your call for 1 or 2 stage sales closure processes
Learn ways to maximise your calling time to increase your effectiveness
Tips on how to keep yourself focused on your calling sessions
Different ways to overcome objections and barriers when calling
Overcome price objections and 'dutch auction' or price driven buyers
Different ways to close the deal & when to close
Negotiation techniques with low cost trade offs to increase profit
Ways to get past the gatekeeper
Questioning and Listening Techniques to identify customer needs
Advanced Questioning techniques to identify needs for your unique services or solution and up-sell & cross sell successfully
How to create urgency for action through excellent questioning
Gaining commitment to the next stage to make the close process easier and keep client engagement
Learn how to beat your competition and re position your proposition to win the business
How to prepare winning proposals and executive summaries
Persuasion and influence techniques to build rapport
Learn high impact words and language to use to have maximum impact
Best Practice Skills of a top sales person on all aspects of the sales process
Put together an Account Strategy plan to win & develop key accounts
Territory management & managing your business effectively to save time and increase sales success
Presenting your solution face to face to win the deal
Put together a winning proposal or proposition in writing to present

This course is also available as an Open course in Manchester. In House course programmes delivered in the North West and the North East regions of the UK.