Move your business forward. Find out how on: 0845 125 9098

The course teaches participants how to develop business within key accounts by selling to the senior decision makers. During the programme participants will develop an account plan for one of their key accounts and examine the processes needed to implement it.

Do your sales people:

•    Fail to sell the right message to senior decision makers
•    Fail to understand the politics of the client organisation
•    Have comfortable meetings with “old friends” in their accounts
•    Think that this is what is meant by having a relationship
•    Pin their hopes of winning on a good proposal
•    Believe that they will win right up to the moment they are told they have lost?

At the end of this course your sales people will be better able to:

•    Develop an account plan for a large account
•    Map the politics of the account
•    Gain a hunting licence within an account to open up and discover potential opportunities
•    Structure the resulting findings into a winnable sales opportunity
•    Beat the competition
•    Win major opportunities by selling at a senior level

Sales people or account managers who have responsibility for developing business in new or existing key accounts and face the sort of issues raised above.

2008 - Next Dates | Central London: 6th-7th October | Manchester: 13th-14th November
Cost - £1495 per person ex VAT  residential

 

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 For more information or to reserve a place:

Call us on 0845 125 9098

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