Major Account Selling

Major account selling
Features
- key research into selling to major accounts
- the findings
- differences between minor and major sales
- four different types of questions and how and when to use them
- build long term clients instead of 'one off' sales
- organising ourselves to keep on track
- attitude, the key to success
- understanding the client
- the multi - stage sale - closing at each stage for advancement
- control the sale and determine the pace
- change prospects' doubt into belief - maximise the use of time
- the main sales psychologies, how and when to use them
- close through motivation not manipulation
- handling difficult questions
- develop financial justification to buy
- obtain best terms for business - not just a sale
- presenting to executive groups
- identify and develop 30 key master sales characteristics
Format
· lecture
· discussion
· analysis
· role playing
· syndicate exercises
· realistic case studies.
Benefits
· exploit business opportunities with supreme confidence
· increase the power of persuasion
· develop "killer instinct"