Duration: 2 Day
Most companies are operating in an increasingly crowded market place.
Reducing prices to compete is not always an option. Survival in today’s market place depends on many more elements than price alone.
Being able to differentiate yourself and your products and services in an overloaded market place mean your messages have to hit the right target every time.
Multiple relationship management, networking and strategic planning are all crucial skills to maximise and maintain the potential of key accounts. Understand what counts in the sales process and understand how Key Account decision makers are motivated to make their decisions. Influence your prospects, engage and retain business. Learn strategies for getting the attention of decision makers.
A strong focus will be placed on relationship building and the skills needed to protect key accounts from competitor attack. Understand the importance of key personal as well as your product/service differentiation and win the business
Develop strategies for managing “difficult” and “demanding” customers and learn techniques to influence and persuade so the outcome is in your favour every time.
Individual coaching, self-appraisal and negotiating role-playing will ensure maximum participation and learning.
Current or prospective Key Account Executives: Account Managers and those who are progressing into a key account management role.
Fundamental sales skills are assumed and will not be covered on this course.
Key Account Management - What is it, how it works and why we do it.
Marketing, Selling, Key Client / Account Management the individual components
Roles and Responsibilities – who is the “Ideal Person” to manage your customers
Profiling your customer and their requirements
Marketing Tools to help your task
Planning a Key Account Strategy
How to develop a Long Term Relationship and keep it
Product Life cycles and their impact on the overall strategy
Client Meetings, getting results
SLA’s and KPI’S
Influencing and negotiating with multiple contacts
Adapt your account management style to be positive and productive
Strengthening the relationship through regular contact
Achieving preferred supplier status
PPQ, Quotes and Tenders
Effective presentations and the essential skills behind them
How to ensure large contracts bring in large profits
Ensuring TOUCHPOINTS work
Negotiate to Win
The training process is based on a carefully planned mix of succinct tutor input - with practical illustration of tools and concepts, group work on case studies (all video based - and lively), feedback, and selective work on individual issues in pairs. Team involvement and working enable a strategy to be created from start to finish. The Training is based on the 4 mat systems to enable complete learning. There will also be some opportunity for role play. You will receive an electronic toolkit within the material for subsequent everyday use.
The Facilitator has 30 years in Sales and Marketing roles, including Director in Financial companies with Cross functional industry experience in this subject area in the UK and globally.
Did you know Synergy can come to you and deliver this workshop ‘In Company’ at your own venue or location. If you have three or more people who you would like to benefit from attending this workshop our trainer can travel to you and deliver the same specification of course for your staff at a fraction of the overall cost.
If you’d like to know more about this option please contact us on 0121 605 7533 or email us at firstname.lastname@example.org – our operations team manages all of our ‘In Company’ events and we can talk you though the logistics, pricing and whether you’d like the workshop as advertised here or something tailor made just for your business.
We have several packages on offer so contact us today.
Continuing Professional Development (CPD) is a personal commitment to keeping your professional knowledge up to date, improving your capabilities, proving commitment and competency in your profession. It focuses on what you learn and how you progress throughout your career, helping you gain more credibility within your industry, with your employer, clients and gain competitive edge over your peers.
By attending Synergy Courses you can be assured that attendance, completion and certification will be rewarded by CPD points. To help advance your professional status CPD recognition is awarded on both public workshops and in-house courses, being dependent on the number of hours spent learning. On request Synergy Training Group will provide a certificate of attendance for you to use as evidence and to attach to your record card.
A number of our courses are accredited, endorsed or approved by a number of Learning & Development and Professional Bodies and Associations for more detail please contact us at email@example.com