| Why Relationship Selling? |
| A key differentiator in any business is the quality
of its salespeople. It is no longer enough to rely on product excellence
or technological expertise as customers expect valued added through
service. |
| |
What Results can
you expect?
Participants will learn to win trust and earn credibility by demonstrating
understanding of their customer’s perspective and meeting the
needs expressed. Relationship Selling will equip sales professionals
with the techniques to continually win business and maintain customer
satisfaction.
Participants will be able to: |
|
Prepare effectively for sales calls |
|
Build rapport rapidly and efficiently with a wide range of customers |
|
Demonstrate flexibility of style and language |
|
Ask questions with impact to uncover customer needs |
|
Present benefits tailored to uncovered customer needs |
| |
Gain customer commitment |
| |
Follow-up effectively to ensure continued customer commitment |
|
| |
Who will benefit?
Salespeople with at least 6 months experience, Key Account Managers
and Sales Managers |
| |
| |
| Key Account
Management |
| Why Key Account Management? |
| In a business to business environment, the days of
transactional sales have gone. Organisations now aim to develop partnerships
with suppliers and customers to ensure consistency supply. Selling
to Key Accounts in this environment has become increasingly complex
and requires a different approach and different skills |
| |
What Results
can you expect?
Participants will learn the skills and behaviours necessary to manage key
accounts successfully and profitably. They will be able to |
|
Define Key Account Management |
|
Identify Key Accounts by assessing opportunities and risks |
|
Establish Goals, anticipate and plan to overcome obstacles |
|
Identify and develop relationships with Key Decision Makers
and tailor the sales message to each |
|
Understand their position as a supplier |
|
Develop, implement and monitor an action plan for each Key
Account |
|
| |
Who will benefit?
Anyone with responsibility for managing key accounts, whether selling services
or products. |
| |
