Sales & Account Management

This professional business development programme centres on the core issues that confront businesses in relation to business-to-business selling and existing account/market development.
The programme will emphasise the professional, people-to-people elements of selling - Prospecting Intelligently, Qualifying Opportunities, Pipeline Management, Building (and maintaining) Relationships, using Advanced Communication Skills and understanding the importance of Account Development.


Objectives

• Adopt a systematic and strategic approach to gaining business.
• Develop the sales skills required for success in competitive markets.
• Understand the importance of an 'Account Development' approach to selling.
• Apply rigorous qualification.
• Be better able to recognise and influence decision criteria
• Be better able to recognise sales possibilities and opportunities.
• Be more professional and objective in sales forecasting

Attendees Will Learn How To:

• Account and Sales Managers who have a remit for sales performance
• Those about to move into selling
• those who are currently selling but have had no formal sales training;
• Those with sales experience and who wish to revise their skills levels;
• Those whose role is to support the sales process within an organisation.
  

Content
Selling Products or Services - The Management Challenge

• The Changing Role of the Salesperson
• The Purpose & The Objective of Selling
• Holden's 4 stages of Proficiency

The Buying/Selling Process

• The Buyers Cycle
• The Salesperson's Response
• The Professional Sales Call - SAPO
• The Complex Sale v The Simple Sale

Planning & Preparation

• Understanding USPs
• Value Statement Libraries
• Juran's 'Truth'

Prospecting and Getting The Appointment

• Customer Profiling
• Prospecting Techniques
• Getting the Appointment

Qualification Techniques (& How To Use It)

• Primary Qualification & Technical Assessment
• Should I Compete?
• Is it worth it? / Can I Win?

Sales Communication Skills

• Understanding Communication Skills
• Working With The Buyer's Perception
• Questioning/Listening
• The SPECS Questioning Technique

Selling to 'Different' Customer Types

• Buyer Types/Buyer Motives
• Deciding on Your Response
• The Customer Relationship

Decision Criteria (Why 'buyers' Buy)

• How To Influence The Decision Process
• The Golden Shot
• Handling Customer Concerns

The 'Consultative' Sales Process

• Selling Through The 'Consultative Approach'
• Spotting Consulting opportunities
• The 'Sales Consultancy' Cycle

Professional Negotiating (Win-Win)

• The Process of Negotiation
• The Difference between Selling and Negotiation
• The Fundamentals Of Why Negotiations Fail
• Proposing - Asking For What You Want !
• The Psychology Of Bargaining
• Closing the process
• Gaining The Order
• Closing - How Important Is It?
• Getting Commitment
• The Fear Of Rejection

Managing Sales Development

• The Sales Funnel
• Pipeline Management
• Sales Forecasting Techniques
• The 4 Keys to Sales Effectiveness

Account Management & Protection

• Managing Perceptions and Expectations
• Exploiting Good Customer Service
• Territory & Account Allocation

Account Development Strategies (ADS)

• Determine the Factors - Plus and Minus that affect the Outcome of your Sales
• Using Teams As Competitive Edge
• Building On The Account Relationships - The Trusted Advisor
• Develop Strategies that Maximise your Market Penetration and Protect your Existing Accounts
• How to Sell in Partnership With Each Account
• Establish Long Term Business Objectives for New accounts - and Plan Further For Major Accounts