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Category

Business Skills

Course type

Personal Development

Cost per individual

Demand Led +VAT
Public course

Cost per course

£1990 +VAT
Client site, max 10 individuals

Duration

2 Days

Full/Part time

Part Time

Provider

ITS SmartStyle Training

Book course

This course is intended for sales professionals who would benefit from applying step by step strategies for generating increased revenue from existing customers. Survival in today’s market place does not depend on price alone. Learn how to differentiate yourself and your products and services, maximising sales opportunities by increasing customer account penetration.

Objectives:

By the end of the course participants will have explored techniques for influencing prospects in order to win and retain business and will have investigated how to:

  • Increase sales volumes and key account business
  • Encourage key decision makers to make their decisions
  • Develop strategies for managing “difficult” and “demanding” client behaviour
  • Engage and compel key customers to buy

Download Outline (PDF)

Module One - The Customer Management Mix
  • What is Account Management?
  • What Makes an Effective Account Manager?
  • Overview of the Account Management Cycle
Module Two - Managing the Customer Relationship
  • Making Positive First Impressions
  • Barriers to Effective Communication
  • Techniques for Building Rapport
  • Effective Questioning Techniques
  • The Information Funnel
  • Active Listening
  • Non-verbal Communication
Module Three - Account Management
  • Understanding the Decision Making Unit
  • Account Plans & Contact Strategies
  • Account Penetration
  • Identifying Opportunities
  • 4 Styles of Customer Behaviour
  • Influencing Customer Behaviour
  • Matching the Solutions to the Needs
  • Maintaining Customer Records
Module Four - Business Development
  • Developing Repeat & Future Business
  • Successful Account Networking
  • Other Referral Methods

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