The Trusted Advisor – Strategic Key Account Management In Action

Introduction

“We want every single dollar of the client’s budget,” that’s the CEO’s battle-cry. To achieve that objective, romancing the customer by solving their problems is the best strategy. Selling solutions to their problems is now a better alternative to selling products. This program goes straight into managing key customers — the nuts and bolts, the how-to’s, the processes, the standard operating procedures — so that every sales efforts ends in confirmed orders by customers, and no sale slips through the fingers

How Will You Benefit

Upon completion of this programme, the participants will be able to :

• Understand the differences between being product centric and solution centric
• Understand why people buy only what they want to buy, and when they are ready to buy
• Learn how to make prospects call you and say they want to buy from you
• Discover the various “pull” prospecting strategies
• Understand the power of industry associations
• Learn how to tap on the power of Centers of Influence
• Discover how to create credibility in prospects’ minds
• Learn the various tactics of benefit selling
• Put on your customer’s hat and experience what they go thru in a buying process
• Be introduced to Strategic Selling — basis of executive level professional selling
• Learn how to turn business-to-business selling into a science and a project
• Learn the Strategic Sales Process
• Identify key players in a complex buying situation
• Learn the S.U.S.U. model
• Learn how to gain access to the key decision maker
• Know how to diagnose a prospect’s problem or pain
• Learn how to help prospects see (and admit that they have) problems
• Learn how to tactically diagnose prospects’ problems that your products / services can solve
• Develop the problem cycle within the organization
• Learn what to do if the prospect favors your competitor
• Learn how to handle (and change) prospects’ specification lists that were developed by your competitor
• Be introduced to the Tactical Sales Process — the Pain-Pleasure Tactical Selling Model
• Understand the psychology of objections
• Learn how to analyze the John Hammond objection busting strategy
• Know how to deal with “price” objections
• Learn how to manage the sales process as a project
• Know how to help customer reach final decision

Who Should Attend

This course is designed for Sales persons, sales managers, marketing managers. In short, your entire sales and marketing team

Methodology

This course is essentially participative and practical, emphasizing learning through experience, both from structured activities on the program eg. Individual exercises, group exercises / discussions, peer-teaching activities, case studies, role plays, role modeling, humor, kinesthetic exercises, super learning inducement / stress release exercises, subconscious mind conditioning activities and video clips

Module