Further Details
Course objective: to enable delegates to maximise revenue from the most crucial area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time
Suitable for: all those with responsibility for major accounts.
Follow-up course: Strategic Selling
Complementary courses: Time and Territory Management, Improving Your Yield
Course Elements
· Review of existing techniques
· Understanding your client’s objectives
· When and why you should contact regular clients
· Questioning techniques:
- Re-establishing client needs
- Identifying changes within the client’s business
- Re-selling your competitive advantage
- Maintaining urgency
· Continuing to be creative:
- Client incentives
- Brainstorming for new ideas
· Business friendship v “Old Mate” - understanding the difference
· Maintaining client rapport
· Practical exercises throughout
Guide price
£1,425.00 for up to 6 delegates (includes all pre-course consultancy) |
