Silicon Beach Training
Key Account Management
2 days - £650 + vat
Most markets and industries are operating in an increasingly crowded market space. For many, the option of further reducing price to compete is simply not an option. Survival in today’s market place is dependant on many more elements than price alone. You have to be able to differentiate yourself and your products and services to survive. In a message overloaded market place…your messages have to cut through. If you can’t compel, you won’t sell. Learn how the best influence their prospects and how they win and retain Key Account business.
Learn step-by-step strategies for getting the attention of decision makers and start winning more business now!
Key Account Management Training Course Objectives
Delegates attending this course will:
- Learn how to grow your sales volumes and Key Account business quickly and effectively
- Learn what really counts in the sales process and understand how Key Account decision makers are motivated to make their decisions
- Understand the importance of personal as well as product/service differentiation and win the business
- Develop strategies for managing “difficult” and “demanding” clients behaviour
- Learn how to engage and compel your key customers to buy from you
- Learn techniques to influence and persuade
Key Account Management Training Course Content
What is a Key Account?
- Targeting and identifying your market place
- The elements of persuasion
- Creating compelling communications
- Differentiating your offer
The Buying Model
- Buying psychology –what influences the buying process?
- Short and long term buying cycles
- Decision making processes
- Identifying and satisfying objective and subjective needs
Building Value
- What is added value and why is this so often confused with reducing margins?
- Identifying value drivers
Securing Appointments
- What to do what to say
- Managing nerves
- Dealing with gatekeepers and blockers
Maintaining Client Engagement
- The fact is that many decisions take months to nurture- learn how to manage contact cycles creatively
- CRM template development
Negotiation
- What is negotiation and why is a state of non-negotiation so often confused with buying signals?
- Trial closing
- Establishing the ground rules
- What to do when negotiations stall or break down
Relationship Selling
- What interpersonal skills do we need?
- The elements of successful relationships
- How to nurture profitable relationships
Customer Audits and Referrals
- Networking and gaining referrals and introductions
- Securing feedback and further insights
- Gaining more business via problem solving
Key Account Management Course Recommended Reading
Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status - Peter Cheverton – buy from amazon
Key Account Management in a Week (In a Week S.) - Grant Stewart – buy from amazon
Download course outline as pdf.
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+44 (0)1273 622272
Key Account Management course dates
- 19 - 20 Apr 2010
- 29 - 30 Jul 2010
- 25 - 26 Oct 2010
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