Winning Strategies For Key Accounts

Introduction

Acquiring – and keeping – major accounts has to be one of the most pressing priorities for any forward thinking business. Most companies are operating in an increasingly crowded market space. For most reducing prices to compete is simply not an option as survival in today’s market place is dependent on many more elements than price alone.

The difference between simply supplying goods and service as a vendor and working with the customers as partner and problem solver is what separates highly successful salespersons from their peers. Selling environments are becoming increasingly complex and, in particular, the difficult trading conditions in recent years has meant that there are now more people involved in making the decision than ever before. Where numerous people are influencing the outcome of a sale, identifying and gaining access to these decision makers is an essential part of a successful strategy. Existing customers and long-term contracts are the most important revenue stream for most organisations

“Be prepared, luck is where preparation meets opportunity.”~Randy Pausch

How Will You Benefit

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

• Learn what really counts in the sales process
• Identify the multiple key decision makers in the account and how to engage with them
• Understand how Key Account decision makers are motivated to make their decisions
• Identify all key factors working for and against you
• Develop strategies to move forward the business with key account

Benefits of winning account strategies for key accounts:

1) Your salespeople:

• Become more efficient at generating higher revenues more quickly
• Learn critical strategies and tactics for acquiring-and keeping-new business
• Increase their effectiveness by becoming strategic, knowledgeable, trusted business advisors
• Leverage their colleagues’ experience with real account situations, contributing to sales success

2) Your customers:

• Develop lasting relationships with salespeople who understand their business realities and challenges
• Are provided with solutions that address their specific organizational and personal needs
• Get their business issues addressed because of the salesperson’s focus on aligned solutions

3) Your organization:

• Increases its success in winning new business and maintaining customer loyalty
• Decreases costs through efficient, effective, strategic use of selling time
• Reinforces organizational goals through its sales strategies

Who Should Attend

This program is suitable for sales personnel and sales managers

Methodology

This stimulating program will maximizes the understanding and learning through lecture, discussion, role plays and practical activities

Module