Key Account Management Training, Manage Your Best Customers
The need to retain and grow business from existing accounts has never been more important. Our 3 day Key Account Management Training programme develops the selling and presentation skills of Account Managers, and gives them the strategies for implementing sustained key account growth.
Who is this for?
People with the responsibility to retain and grow vital revenue from key accounts or accounts that can become larger ones.
The need to retain and grow business from existing accounts has never been more important. Our 3 day Key Account Management Training programme develops the selling and presentation skills of Account Managers, and gives them the strategies for implementing sustained key account growth.
What Is In The Course?
Days 1 & 2 cover a range of sales and account management skills, including:
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Define modern account management.
- How to retain and grow existing accounts.
- Identify buyers, influencers and users – how do they interact?
- The Structure of sales conversations, from Effective Openings to Closing the Sale.
- How to approach customers with something old, something new, something borrowed, something green.
- Understand and utilise modern competitive strategy.
- Develop goals that benefit you and your key account.
- Develop crucial internal and external connections.
- How to develop a proposal – and what you must do beforehand
- Presenting your case – the BDF formula – understand the beliefs, desires and feelings of your clients
Crucially, we recommend 3 weeks of experiential application before we return to the final day, when we:
- Dissect real scenarios encountered by delegates and identify successful approaches.
- Develop personal top 3 goals, strategies and first actions to implement over the next 90 days.
With full and continuing back-up from Reality Training, this is an ongoing process where delegates will continually refine their skills and approaches, to develop and test a strategy that works for them and their accounts.
Outcomes
Existing account relationships will be revitalised and deepened, as known customers return more often with higher value orders.
For more information on these or any of our Training Courses, please contact us below.