Overview
The world of buying and selling is changing and changing rapidly. This demands that account managers and business developers grow their consultative skillset so they can find different ways of creating and delivering value to their customers.
There are three questions that customers ask about suppliers. Often account managers and business developers do not know which question is being asked when. Being able to answer these three questions effectively leads a focus on doing the right things, resulting in stronger relationships with customers and increased revenue.
This workshop provides the know-how for account managers and business developers to learn how to answer these questions effectively and differentiate themselves for better results.
Aim:
- Learn why modern buying is more complex and what salespeople need to do to respond.
- Understand how to grow relationships at all levels in a customer.
- Be able to use advanced consultative sales skills to sell on value.
- Know how to grow relationships to improve the overall value of a customer.
Content & Methodology
The course is modular in nature and covers the whole of the buying process from a customer’s point of view.
Module 1: Understanding modern buying process.
Module 2: Finding customers & opportunities; Getting in front of the right buyer.
Module 3: Creating value & contracting.
Module 4: Growing the Relationship
Module 5: Leading the Sales Process
Module 6: Putting it All Together
Participants will be expected to work with their own customer portfolio, using the time to actively improve their account planning and/or business development approach ready to implement after the workshop.
Participants can expect to be introduced to the latest research on customer behaviour, and what customers expect from suppliers. They will be introduced to advanced account planning frameworks and tools which they can apply to their own situation.
As well as learning from the workshop facilitator, they can expect to gain insight from group discussion and practical group exercises. It will be highly interactive and practical.
In the final session, they will complete a revised account or sales plan to implement following the workshop. Each participant will also benefit from a 30-minute review call , 2- 3 months after the workshop.
Please note: A minimum of 4 delegates are required to run this course. If this is not met then this course may be rescheduled.
