Advance Training - Programmes

Programme - New Business Selling and Major Account Penetration

Major Account Penetration explores how to break into and get business from a new Account.
It is much more than just Prospecting. Yes, we do have to open doors and gain access to new people but there is much more than that.
In most accounts, there are many divisions and departments that might use our services. And indeed, there are many executives with a department that might have some interest. Major Account Penetration creates a multipronged attack to qualify the opportunities within an account.
The salesperson seeks multiple Hunting Licences. With luck and good target marketing, the prospecting activity will find immediate projects. But we will create new opportunities and find opportunities that will be arising at some point in the future.
The MAP process is to pull these opportunities into the account plan and to qualify how much effort should then be expended on that account.

If you have any questions about this
programme view our faqs, call us on 0845 125 9098 or click here to complete the contact form

Back to Programmes

New Business Selling and Major Account Penetration

This programme contains the following modules

Selling Styles

Sometimes we are just responding to customer needs. Other times we are developing those needs. How do we do it? This diagnostic tool identifies four different selling processes which lie at the heart of the Advance offering. It highlights the current selling model of an organisation and its ideal selling. It allows our customers to understand the weaknesses of their current sales processes and to define the ideal. The first two arise when the prospect is absolutely clear about what to buy. All the prospect wants is the best supplier. It is the typical request for proposal. If we have a standard offering to meet this need then we are in the traditional Price/Criteria sale. It is a commodity sale.

More...