Key Account Management Training Course
Master the Skills of a Key Account Sales Professionals.
How to build long-lasting relationships with your clients.
Key Account Management is a programme that will show you how to implement the customer relationship techniques and strategies used by the worlds top companies.
The programme is modular in design, allowing you the flexibility to run the programme over a time period that suits you.
Typical course duration is 1 – 3 days.
‘...by working around you, we ensure minimum interruption to your business ...
Finding New Opportunities
Today's market is tough, and increasing or renewing the revenue of an existing customer has become more difficult than ever. Sometimes the more familiar we are with an account, the more difficult it is to find new opportunities. We can also spend a disproportionate time at the wrong end of the decision-making process.
If you are to succeed in key account management you need to understand the psychology of why customers buy, and the best way to present your products and services.
Benefits and Outcomes
Have you ever lost a deal because you were talking to the wrong person?
Do you get frustrated by the politics of an organisation?
Ever struggled to build strong relationships with certain customers?
How difficult is it to maintain your sales margins? Is it challenging to identify new needs in a familiar account?
We will show you how to approach the sales call, engage the customer and exceed your targets.
By sharing the skills and techniques used by the very best key account managers across the world, you will discover how easy it is to build long-lasting and profitable client relationships.
By attending a Key Account Management programme, you will:
- Appreciate the differences between large and small accounts
- Understand the decision-making process and identify various decision-making levels
- Be able to plan complex accounts
- Identify how to leverage your existing relationships within an account to maximise new opportunities
- Know how to manage your time effectively so that the highest return possible can be achieved
- Explore ways of introducing new ideas to existing customers
- Discover advanced questioning techniques that identify unexpected needs
- Develop your current sales presentations and make them more dynamic
- Become more structured in how you handle customer objections
- Understand the key principles of negotiation
- Be able to negotiate win-win solutions with your clients
- Explore ways of selling through a third party
Who should attend?
- Key Account Managers
- Sales Directors and Managers
- Relationship Managers
- Customer Service Representatives
- Senior Sales Executives
- Anyone who needs to build long-lasting client relationships
Please contact us for further information. Download course information here (PDF)