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Strategic Selling

Duration: 2 Days

Once an experienced salesperson has shown they can distinguish between selling to clients and managing that account professionally, then they should attend this course to fully explore the strategic value of developing key accounts.

They will leave with a very different perspective on key account management and a better understanding of strategic sales planning.

Content includes:

(1) Understanding the client
- The market / culture / people / politics
- Targeting clients and resources
(2) The strategic approach
- Planning / tactics / competition / objectives
(3) Dealing with multiple decision makers
- Gaining agreement / building confidence
- Presenting proposals / creating solutions
(4) Building the relationship
- Sustaining levels of expectation
- Maintaining profitability
- Preserving satisfaction
- The follow up process

Associated courses to the above subject include:

- Managing Key Accounts
- Advanced Negotiation Skills

Click here if you would like to request more information