Best Practice for Account Managers

Course Overview

Learn how to sell more to your key accounts and customers whilst building relationships in the limited time available in customer meetings.

Audience

For account managers who want to win and build profitable relationships with key accounts and refresh face-to-face selling skills with customers. Learn KAM techniques to grow your business

Skills Gained

• Gain a practical understanding of best practice selling
• Improve personal productivity, effectiveness and time management
• Quick fixes and longer-term performance improvements
• Maximise your chances of achieving your account objectives

Course Outline

• Understand the key elements of account planning and preparation
• Identify key customer contacts and the customer's decision making process
• Gain an understanding of all the key elements of best practice selling in face-to-face situations:
• Preparing and researching appropriately, in order to accelerate progress in customer meetings
• Professional behaviour at the beginning and throughout the meetings to impress and make an impact with customers
• Truly understanding customers' needs and effectively capturing vital information to use later in the sales cycle
• Promoting your solutions in a memorable way to raise and keep the customer's interest
• Gaining commitment from the customer and ensuring that you keep the momentum going

• Actions to help you apply the concepts to real customers immediately