This advanced sales program, developed especially for Sales Professionals and Managers, will give you proven techniques for landing and retaining important accounts. Moving away from familiar selling patterns can be painful, and given the slightest opening, even the best- intentioned salespeople revert to pushing products and services. The problem with product selling is severe. It generally leads to short term, one-time-only solutions with little barrier to competition and even less price stability. With fewer salespeople responsible for a larger account base, we no longer have the time or resources to re-sell the customer with every transaction.

This program will help you to look at your major accounts in a different way. Sales professionals face more competition, fewer customers, a changing marketplace, more complex products and services, new technologies, more responsibility, and less time to get it all done. This program is designed to help you acquire and practice skills in consultative selling, considering everything from the customer’s point of view. Learn to set yourself apart from competitors, and sell and keep major accounts by developing and executing long-term solutions to solve the major accounts’ business problems.

Course Outline

In this course, you learn by doing. Each piece of the curriculum is supported with cases that allow individual, team and group application and practice of skills.

The Real Customer

• Practice Account Consulting
• Identify and Rank Key Players
• Pinpoint Values
• Learn to Write Vision Statements

Business Problems

• Define and Recognize Business Problems
• Categorize Business Problems
• Discover Four Levels of Probing
• Practice Probing to Uncover Business Problems

Needs and Tools

• Rank Business Problems
• Develop a Toolbox
• Categorize and Rank Tools
• Select the Right Tools

Solutions and Closing

• Determine Personal and Organizational Value
• Match Problems, Tools and Benefits
• Compare Vision and Solution Effect
• Gain Support and Manage Resistance
• Present Solutions

Implement, Measure and Document

• Use Drivers and Action Steps to Implement
• Practice Techniques to Follow-Up on
• Discover the Importance of Documenting
• Practice Methods of Documenting
• Learn How to Keep It Alive

Who Should Attend

Salespeople who want to

• Acquire and maintain major accounts
• Move beyond price
• Increase margin
• Form strategic relationships
• Get out of the competitive rut
• Learn how to prove value
• Practice skills that are meaningful to major accounts
• Sell throughout the account hierarchy

Sales, district & regional managers who want to

• Build a major account strategy
• Retain existing business
• Reduce re-selling time and expense
• Permanently differentiate from competitors
• Sell long-term rather than short term
• Improve profitability