Key Account Management

Introduction:

Your existing clients are a rich source of new business. Losing a client is expensive in time and money and reputation. Maintaining long-term profitable relationships is the secret of success.

Aim:

To form long lasting and profitable relationships with clients.

Target Audience:

Sales Force and all customer facing staff

Duration:

3 days

Method:

Experential learning: a combination of:

Role plays
Reviews that stimulate feedback and disclosure
Short theory sessions that teach Sales Process
Individual Action Plans

The Structure of a Business. Organisational Charts
Client Audits and Needs Analysis
Maintaining good client records
Obtaining 3rd party references and internal introductions. Networking
Following up leads
Building a prospect bank
The Sales Sequence
Writing proposals: SPIN technique Situation, Problem, Implication, Need
Producing high energy to attract sales. Positive mental attitude
The Golden System: Contact: link: relationship: system: gain
Basic Neuro-Linguistic Programming (N.L.P.)
Building long term relationships
Implementing Systems that add value

Outcomes:

By the end of the
course delegates will

Be able to build trust and rapport with key clients
Be able to carry out needs analyses and make recommendations
Keep good customer records
Be familiar with all aspects of the sales cycle
Be self-motivated and build high self esteem and credibility
Write clear proposals geared to customer needs
Maintain high energy levels and high productivity
Have good relationships and communications with other departments
Optimise to the maximum the sales opportunities
Win the trust and confidence of customers and be their first choice preferred supplier