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Wining and keeping a customer for life should be the motto for every consultative seller. Why? It is easier to grow and develop an existing account than to acquire and nurture a new relationship.
Keeping the client relationship healthy can be a challenge as consultative sellers often struggle to troubleshoot the daily issues while balancing with the goal to expand and increase the purchase portfolio of the client.
Many times, clients too can become increasingly difficult overtime as they become more familiar with the peculiarities of the vendor and its operations. Hence old style of simply managing each client as the opportunity or issue arises can be risky business.
Sales professionals need to understand the finer points in managing client relationship better in order to ensure that clients are well managed for today deal and tomorrow’s potential.
We have designed two advanced module to help seasoned sales professional to sharpen their saw to take the lead – build, nurture and grow the client relationship.
The materials and tools are constantly updated as participants’ feedback about their experiences when applying the learnt tools. Designed based on customer experiences in Asia Pacific, this program provides a systematic modular coverage of the key account skills needed to continue to consultative engagement for individual key account.
Look for the hot buttons right now, and sign up to close that gap before your sales quarter is up.
Managing
Client Relationships in Key Accounts
Duration: 2 days
Winning
a customer is one thing, keeping them is another. This workshop focuses on the
principles of client relationship management and how consultative engagement can
be enhanced to strengthen the trust between the client and vendor. Participants
will also learn to improve their persuasive and negotiation skills and achieve
a collaborative and win-win client vendor relationship.
| PROGRAM
OUTLINE |
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Why client relationships sour after a deal?
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Qualities of a healthy client-vendor relationship
- How
consultative engagement strengthens the closed-loop relationship
- Flexing
to different personalities in the key account ( DISC model )
- Needs
of different stakeholders and speaking his language
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How to move from 'comfortable' rapport to 'credibility' rapport
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Advanced techniques in probing and needs analysis
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Managing objections and negotiation problems
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Developing persuasive and influencing skills
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Service steps in typical 'disaster recovery' sale situations
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Key
Account Planning & Development For Growth Opportunities
Duration: 2 days How
do you build and grow your customers' business? In this workshop, we introduce
a systematic approach to organizing and prioritizing your key accounts for potential
growth. A participatory workshop, participants come ready with information to
complete templates, contemplate opportunities and develop growth initiatives.
| PROGRAM
OUTLINE |
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What is key account management?
- Building
a shared vision with the client
- Client's
expectation of key account manager
- Reasons
for losing key accounts
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Key Success Factor: contract versus perceptual
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Understand the KSF in your business relationship
- Needs
analysis in complex sales : from business needs to business unit needs
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Line of business: needs analysis development by L.O.B
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Alignment to total business needs
- How
to start a client review process?
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Probing and needs analysis
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Survey form and contents
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Individual account appraisal profiling
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Mission statement develop for account
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360-degree account analysis
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Key account SWOT analysis
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Selection process for a key account initiative
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Setting account goals
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Setting key account sales targets
- Presenting
the key account opportunity
- Annual
summary and review process
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